Category Archives for "Leads"

Do You Like S&M?

PEARLS OF WISDOM,
by Tony Pearl

“Do You Like S & M?”


So… How do you feel about S&M?

    Is that something you’re “in” to? Does it get you excited? Nervous? How does your wife, husband, or significant other feel about it? Do you have friends who are also into that?

    Wait a minute! I think we might have a misunderstanding here.
When I say “S&M,” I’m referring to Sales & Marketing!
What did you THINK I meant?  🙂

    All kidding and double entendres aside, in this article, we’re going to discuss the vital importance of Sales & Marketing (aka “S&M”) in your business, and how it impacts virtually everything you do.

    If you ignore this subject, you’re putting a loaded gun to the head of your business & pulling the trigger. Yeah, it’s that important. So PAY ATTENTION here!

    

We’ll Start With Marketing

    What is marketing? Simply put, it’s the things you do to advertise your business. I’ve also heard it described as “All the stuff you do to get the phone to ring.”

    Commercials, sales copy, informational videos, books, articles, online & offline advertisements, direct mailing, and anything that generates traffic to your website are all great examples of marketing.

    Now, marketing is both an art and a science. To be a good marketer, you need a certain level of creativity to make the right ads, use the right images/videos, or write the right words. But you also need to track the results you get so that you can know from where they come. For example, if your phone is ringing off the hook from the ads you’re running, but you have no way of knowing which ads are generating those calls, you’re wasting money somewhere. But if you did know which ones were working, you’d also know which ones were not working, so you could stop paying for them and focus on what was working instead. Capice?

    Finally, the main function of good marketing is to find and target your desired audience, get their attention, engage and stimulate their interest, and then get them to take action on what you want them to do. That action could be to call you, visit a link or site, click a button, fill out a form, or request to get more information.

 

Now, Let’s Talk About Sales

    If marketing is all the stuff that gets people to call you, then SALES is everything that happens once you have that prospect on the phone, in front of you, or on your sales page. Sales can also be a well-written sales letter or sales video that gets the prospect to purchase something. In other words, it’s everything you do to get them to BUY whatever it is that you’re selling. Ok?

    And guess what? This is where most people really need help!  If you don’t have this skill, you’re going to struggle. Business will be hard, and you’ll wonder why you’re not making any/much money. People won’t want to listen to you or return your calls. 

    But if you DO possess this vital skill and exercise it frequently, you’ll reap the rewards in so many ways. Sales is truly the Million Dollar Skill. Your life and business will be a lot better & easier for you and those around you. And it’s very likely that you’ll be closing deals and cashing checks.

    The sad thing is that is seems that so many people have a bad feeling about sales and salespeople in general. Personally, I believe that this is because they misunderstand what sales really is and what it truly does for people. The way I see it is like this: A good salesperson will ethically help someone get or do something that they really want to do but don’t know how or can’t do themselves.

    A truly good and effective salesperson needs to have a particular set of skills. These skills are centered around powerful communication, persuasion & influence. They know how to listen to what the prospect is saying so that they can determine IF what they offer is truly going to be a good fit for the prospect’s needs and greeds (wants).  If it is a good fit, and the prospect can afford whatever “it” is, then they should be able to find a way to make it work and do business together for their mutual benefit.  If you look at it that way, what’s not to like, right?

 

Better Than Peanut Butter & Jelly?

    As you can see, each of these items is important on its own. There are entire books, events, and even people dedicated to both Sales and Marketing (“S&M”)…individually. Shoot, even the big corporations have entire teams built for just marketing or just sales!

    But just like the “other” version of “S&M,” or, if you prefer, just like peanut butter & jelly (or chocolate), the REAL power happens when you put them together!  

    For example, let’s say you run a real estate investing business. Doesn’t matter how big it is. And let’s say that you want to buy and sell more houses to make more money, etc. You have a reasonably modest budget to use ($500-$3,000), so you decide to run a Direct Mail campaign to accomplish your goal of buying 4 houses this month. Since I assume you’ve at least heard of the Yellow Letter marketing, we’ll use that for this example. 

    The first thing you do is: Identify your target market – to whom you want to mail – by buying a LIST of potential prospects. For example, out of town owners of free and clear houses (a classic list to buy). The price you pay for the list may vary, depending on where you buy the list, the location of your target list, and how much information you get. But let’s just say you buy a list of 2,000 names & addresses of absentee owners in a few local areas for $300. 

    Your next step would be to prepare your mailing. You can either do this yourself (no!) or get someone else to do it for you. Although there are many options available, we recommend the YellowLetterLady.com – she’ll take great care of you for a very reasonable price.

    For the sake of time & simplicity, we’ll say you spend about $2,000 to send out 2,000 yellow letters. Add that to the $300 you’ve already spent, and you’re up to $2,300.  The letters go out, and the calls come in. Add another $200 for the live answering service that takes the calls for you (for a total of $2,500). THAT is an example of marketing.

    So now you have these calls coming in. You have a VA follow up with them to get the information you need. Then your next step is to talk with these prescreened prospects in the appropriate way, so that we can find out who we can and can’t do business with. Finally, you’ll work out an offer that makes sense & do a deal together.
THAT is sales… in a nutshell.

 

Think of it as a One-Two Punch

    Ever watch a boxing match? A great boxer uses a jab to set up a punch. That’s kind of how marketing sets up sales. One sets up the other. (I’ll spare you the analogy here to the other type of S&M). 

    In the example above, we spent about $2,500 to generate those calls of people who may be interested in selling their home. Done right, that investment could bring you in $20,000-$100,000+ of cash & equity from the houses you buy.

    But if you don’t do any marketing, your phone will never ring. And if you don’t know how to sell or properly talk to people, you won’t make any money. 

 

Final Secrets…

    In keeping with the main idea of this article, don’t beat yourself up…even if you enjoy that kind of thing. Give yourself and your business the greatest chance of having success by studying and applying good, solid Sales and Marketing tactics. 

    Don’t be afraid to use the big 4-letter word in marketing: TEST! Test things out to see how they work. Make sure you track your results so you know what’s what.

    If you’re new to – or afraid of – Sales, the first thing to do is… change your beliefs! As the late, great Dr. Wayne Dyer said, “When you change the way you look at things, the things you look at change.” So believe that you can be good at talking to people. Believe and visualize successful outcomes in your interactions.

    The next step is to learn and practice how to talk to people the right way. Want to know the best way to practice? Role play these interactions with someone so you can get good at this. Then start to put it into play by talking to real sellers, and watch the magic start to happen.

    So now you know the secret to success in business…That’s right!:
Role Playing and S&M! Who knew that this could be so naughty & fun!   😉   

 

Until Next Time,

Tony Pearl

P.S. Please post your comments about this article 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!  

 

Having FUN While Getting It Done!


    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,

Tony Pearl

 

  • August 29, 2019

New Updates – Website, Market, Laws, Technology – August 2019

In this Post, I’m going to share a few UPDATES that I have for you!

These updates will cover a few things, including:

  • Our Website (YourRealEstateCourse.com)
  • The Market
  • A “Nasty” New Law in Illinois
  • Some Technology to stay ahead of things
  • And a few insights & tips to help you out!

Ready? Let’s go…

  1. New Updates to Our Website!

    I’m very excited to share some recent changes/updates I’ve made here for your benefit.

    First, I’ve just updated the contracts & instructions pages in the ‘Contracts–>Buying‘ section/page.
Click on that link to check it out. I’ve re-done the formatting and enhanced the instructions to make things look and perform better for you.
    Shoot, I even include some pictures I created to make the process of editing the contracts and sharing them with me a lot easier.

    Next, I’ve added a brand NEW way to communicate with me to either ask a question or provide a testimonial/share a win.
    On this page (and many-but not all-pages), you should see a little floating tab on the right side of your screen that says “Send a Video/Audio Message

    When you click that, it will open up a little window dialogue box that allows you to record yourself – either an audio or video message.
    Choose one, make sure your microphone and/or camera is/are working, and record yourself if you want to send me a message!
    You’ll get a chance to review what you recorded first, then you can easily send it to me by entering your name & email, then click ‘send.’

    This probably works best & easiest right from your cell phone!
And if you use your cell phone to record video, I highly suggest/request that you take that video holding your cell phone sideways, not straight up & down. The videos come out a lot better.

    I added this feature with the intention of making things easier for both of us. Again, you may use this to record and send an audio message or video message to me quickly and easily.

    I’m specifically looking for great video TESTIMONIALS from my wonderful students (you!).
So please send me what you got! It could be from a deal or deals you’ve done, or just to share your positive experience of working together.
Thank you so much in advance.

    Finally, have you had a chance to use the powerful NEW Cost To Sell Net Sheet SCRIPT??
Oh baby, this is incredible & you’re absolutely going to LOVE it!
This is one of those ‘perfect’ tools to use when you’re talking with a seller that you enjoy talking to, who says they want full price, all cash (gee, that never happens <cough, cough>). We usually just get off the phone with those people. And then ‘those people’ usually can’t sell their house, so they wind up listing with an agent.
This costs them BIG BUCKS – for commissions, closing costs, fees, etc.

    But what if you could show/educate them on how much money they’ll LOSE by going that route (which 90%+ of sellers do)?!
What if you could help them realize that there’s a much better, easier, and faster way for them to sell their house?
Do you think that might possibly help you do more business, help more people, buy more houses, and do more deals?

    Yeah, I thought so. Best of all, this new tool is absolutely FREE! That’s right. No charge to use it… as long as you’re a member on our site.

    Shoot, I even made a full Tutorial Video for you, so that you can learn exactly how to use it to its full potential.

    Ready to check it out? Great. Go here: Cost To Sell Net Sheet Script & Form.

2. The Market

    At the time I’m writing this, we’re heading into September. School has already started in many counties around the country, and will be starting very soon in the remaining ones. We all know that spring & early summer are usually the HOT (pun intended) months/time for hungry buyers to scoop up those properties in the great school districts. Things usually COOL OFF in the fall (another pun intended). But with the interest rates remaining LOW, we just don’t really know what will be happening.

    However, that doesn’t mean that there aren’t PLENTY of motivated home sellers out there who would benefit tremendously from selling their houses with TERMS.

    Your JOB: Is to generate as many leads as you can, then prescreen those leads by having someone (You, VA, staff) get a Lead/Property Information Sheet filled out.
This will help you start to identify who are the Suspects, Prospects, and Projects (as I define them in THIS ARTICLE).
Then you’ll follow up by having a nice Closing Call (script/form provided in that link).

WARNING: Recession/Correction Ahead!
It’s really not a question of IF, but WHEN the next BIG market ‘correction’ occurs. Hopefully, it won’t happen for a while. But it will happen. There are just too many signs, too much debt, and several things in place that are pointing that way.
So… what do we DO about it? Well, we can’t stop it. But we CAN be ready for it. Gather your cash. Be very smart about where you put it. And have as much of it ready so that you can take advantage of the low market prices that will surely happen eventually.
Remember that when there’s blood in the street and the skies are raining chaos, there is SO MUCH opportunity.
Be prepared to use Lease Options, ACTS, Subject-to, and everything else we can put into place to at least CONTROL as many properties as you can.
Why? Because people are always going to need a place to LIVE, right?

I’ll be writing about a very lucrative and irresistible opportunity that you’d better NOT ignore very soon. This opportunity is a cash flow cow.
So keep your eyes open and your membership up to date!

3. State of Illinois Passes a Nasty New Law Aimed at Wholesalers

    Let’s face it, politicians are idiots and assholes. Especially when it comes to real estate. While they think that they might mean well, they almost always f*** things up so bad, and they usually wind up shooting themselves in the foot – especially their own communities that they purport to represent.

    Remember Dodd-Frank? Remember the anti-investor foreclosure laws? That last one actually started in Maryland of all places, which was where I was living and making an absolute killing by helping people with short sales at the time. Then…BOOM! New law passed. Can’t help these people any more…unless you’re an attorney or real estate agent (guess who wrote those laws?). Had to change my business overnight.

    But it happens. And we have to adjust. Let’s just hope that this stupid new law does NOT spread to other states.

    What’s in this new law? Well, I’ve got you covered. Not only am I going to supply you with a LINK to the new law so that you can read it for yourself if you like (and if you’re bored). I’m also going to give you Ron’s take/opinion on it! You see, I personally forwarded it to him (shout out to my cool student Damian Jensen from Kansas City for supplying it to me).

First, here’s a link to the new Illinois Law.

Next, here is Ron’s reply:

Below you will find my interpretation of the so-called nasty looking new law, as you call it.

Start on page 2 and you will see section 5-20 is being changed. This means they marked out a few words as you will see.

Now go to page 14 and see the definition of a person which includes any entity or human.

Now go to page 25 in section 5-20 (1) and you will see the exemption to the entire law is anyone who owns or leases the property. That means if we take title or lease it from the seller we are exempt from the entire law. However it also means that assignment of contracts apparently will be outlawed on January 1.

That would only affect wholesaling but not not ACTS as long as they have a lease from seller and sublease to buyer before assigning new lease back to seller.

You may pass this email along to any of your students or anyone else you wish but please note, this is my opinion, I am not an attorney. I will be covering this in all future boot camps especially the one in Chicago this year. Suggest any of you that train do the same. All our mentors should have this information on hand and the link to the law available to send to anyone who inquires or anyone who is not aware of the law in Illinois. They should be told to seek their own counsel. But when you read the items above I think you will easily see I am correct.

 

…and there you have it! This should give you some things to ‘chew’ on so that you may be more informed (if you do business in IL).

    I would also expect that we will have more updates on this soon, as we get closer to the time it takes effect.
By the way, this is one reason why it’s important to be informed & involved with politics, as disgusting as that idea may be to most of us.
    If we don’t stand up and beat these idiot politicians down, who will? These people think that they know better than us how to live our lives & run our businesses, and want to control almost everything about our society – especially how we do business.  Sadly, there ARE a few idiots out there who do things wrong and screw things up for everyone. But THOSE are the people who should be tarred & feathered, then run out of town or locked up…NOT everyone else.  But I digress…

4. Technology

     It’s no secret. The right technology is a GAME CHANGER. And if you’re not at least keeping up with technology, you’re falling behind – faster and faster.

     The way we generate leads and do business now in real estate has changed – DRAMATICALLY – over just the past few years. Those changes are seeming to be permanent. So you’ve GOT to keep up if you want to get ahead. Read. Watch videos (the right ones – NOT cat videos lol). Push yourself to get some new skills.

Here’s a Few More Tech Tips For You:

  • Zillow is doing a LOT to dominate things now. I might have to release a new training video soon on that.
  • Be sure to check out the Next Door app – get it on your phone.
  • When selling houses, you’ll HAVE to use Facebook Marketplace. Great way to generate leads – for FREE!
  • Speaking of Facebook, we’ll have to discuss the use of Facebook ADS soon…
  • You might also want to check out the DealMachine app for marketing to sellers.
  • I’m currently working on the second iteration of my powerful Real Estate Prospector Software. More on that later.

    If you have Ron’s DREAMS system, be sure to start using it to help you automate a lot of the follow up process. It’s actually quite powerful with all the things it can do. There’s a ton of training videos on there, so if you love technology & have a little time, check it out & use it yourself. Then you can hire and outsource it to someone else. If you can barely turn your computer on, you should have someone else do all that stuff for you.

    …So there you have it! We’ve covered quite a few things in this post, and I hope you got a lot out of it.

    I hope you take a little time to play with some of the updates I’ve made here for your benefit. I’m looking forward to the first person to send me a video or audio message using that cool new tool I just added!

    I also hope that you use the new Cost to Sell Net Sheet Form with sellers. It will really help them realize how much it costs them to sell their house the traditional way (which 90%+ of FSBO sellers wind up doing). Won’t work with everybody, but it WILL work with some! You’ll see.

    I feel for you if you do business in Illinois, but it’s important to be informed & prepared for the laws that are coming. It’s also great that we have a man like Ron on our side to keep us ahead.

    The market will eventually be changing, big time. So keep learning. Keep applying what you learn. And be ready for the next market correction so that YOU can create massive wealth for yourself & your family, while everyone else runs away with their tails between their legs.

    Be sure to keep up with the technology. Because your competition surely is! And check out those tips I gave you. Good stuff!

    Finally, I just finished attending Ron’s Quick Start Boot Camp event this past week (14-17 August 2019) in my original hometown of Silver Spring, MD. It was great to meet some of my existing students, as well as meet the awesome NEW batch of students I’ll be working with!  I also had some wonderful dinners with Ron, the Wolffs, and Jay & Carol Joy Conner. Shoot, I even drove Ron to the airport on Friday night. It’s great to be a part of this family.

    Thanks for reading. I hope you got a lot out of this post. PLEASE leave your comment below!

Talk to you soon,

Tony Pearl

 

No Means No…For Now!

No Means No-For Now!

“No Means No…For Now!
by Tony Pearl


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!

 

No Means No-For Now!    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,

Tony Pearl

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!  

 

 

Student Q&A: Bandit Signs & Paying for Leads

    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

Ryan,

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:

  1. Signs.com – Vehicle Graphics
  2. FastSigns.com – Vehicle Graphics & Car Wrapping

 

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.

–Tony

 


Did you know…?  I’ve recently created a special page on my site called “Ask Tony,” which is exactly what it sounds like.
If you have a question that you think would benefit other people to get the answer to, 
Click on that link!
Please leave your FEEDBACK to this article below (scroll down)…
  • June 19, 2019

Latest Update-Mastering the Call & Getting Leads (MUST Read)

Latest Update: Mastering the Call & Getting Leads (MUST Read)


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:

  • Beginning Immediately, you should start to RECORD the calls you’re making to sellers.
  • Call at least FIVE new sellers per DAY (if you can).
  • After you’ve made (and recorded) AT LEAST 20-30 calls, pick the BEST TWO recordings and send them to me by email.
  • I will listen to the call & give you an expert critique/evaluation. This is priceless. I’ll tell you what you did right & what you did wrong. What you can/should improve on. Honest, truthful, suggestions that will help you tremendously. You’ll see.

Great TIPS (Filling in the Details):

  • Find an app on your phone to record your calls. If you have an Android, try “Call Recorder,” available in the Play Store. Sorry, can’t help you if you have an iPhone, but I’m sure there’s an app for that.
  • After you’ve made your calls for the day, PLAY them back to yourself & take notes as you do. Write down what you liked or didn’t like. You’ll be amazed, shocked, and possibly horrified at how things sound. What you missed. Your voice. The ‘ummms’ and ‘ahhhhs.’
  • If you’re a current student of mine, you may send me your TWO BEST CALLS, after you’ve made AT LEAST 20-30 calls.
  • You’re allowed, encouraged, and almost required to do so at this current iteration of the Mentor Program.
  • If you send me a call or two, PLEASE keep the length to no more than 5-7 minutes, tops, if possible (unless the call is really going well).
  • If you’re NOT a current student of mine, why not? You can always renew your mentoring! Just email me and ask how.
  • If you’re just starting out, or are in the first month of two of your mentoring program, NOTHING is more important than handling this part of the business!!
  • Don’t worry about messing things up. You will. Everyone does! But everyone has to start somewhere. 
    How do you get good or great at something? You first have to suck at it until you’ve done it enough times and worked on your process as aggressively as you can. This is what will help you improve as fast as possible.
  • TIP: Practice talking to sellers as if you’re talking to a friend.

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:

  • Have Your VA Run Free Ads For You
  • While Driving, find FSBO signs and send them to your VA to call and prescreen.
  • Get other people (“Field Agents,” or “Ants”) to find FSBO signs and send them to you/VA. Pay them like $10/lead.
    Can by anyone you know who has a car; meter reader, Postman, FedEx Driver, UPS Driver, any Contractor, etc.
  • Ask people you know who have a car if they’d put a sign in the rear window if you pay them $10 per call you get.
  • Make sure you’re getting the leads from your Gold Club membership.
  • Make sure you know WHAT to do with those Gold Club leads every day.
  • Run ads/gigs on Craigslist for field agents who can be looking for FSBO signs AND ugly vacant houses.

    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!

    REMEMBER: 

  • Record Your Calls to Sellers
  • After you’ve made at least 20-30 calls, pick your BEST TWO calls & email them to me.
    Make sure they’re no longer than 5 minutes, please!
    This is for CURRENT Students ONLY.
  • I’ll critique & evaluate these calls & give you specific feedback on areas of improvement.
  • Go over the list of lead generation techniques above & do what you can to immediately implement as many of them as possible.

    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!
(PDF file)

    REMINDER!: CLICK HERE to use the Form/Interactive Script I’ve already created for you to use when doing closing calls with sellers.

 

 

 

 

 

 

 

 

  • April 27, 2019

The Five Steps of How We Buy Houses

Today, I’d Like to Break Down the FIVE Steps
of How We Do What We Do:
Buy Houses!


    I’m writing this for you because many times, new investors come in to this business wide-eyed and feeling absolutely overwhelmed with information.
    And I can certainly understand WHY! This business of creative real estate is HUGE, and we’re truly only limited by our imaginations, what we negotiate, and the law (of course).
    So I thought I’d take it upon myself to write this brief post to help clarify and simplify the process for you so that you can either eliminate or greatly reduce that ‘overwhelmed’ feeling.
    Another reason why I’m writing this: One of my lovely students just expressed some of that frustration in an email to me. (Shout out to Sally)
    If ONE person is thinking & feeling this way, surely there must be others that I can help here, right? 🙂
    So without any further delay, let’s get to it!
    What we’re going to cover here is, quite simply, the ESSENTIAL, BASIC breakdown of the WHAT and HOW we set up our business in order to do what we do to BUY HOUSES as a BUSINESS. 
This is in conjunction with how Ron has set things up. This is what is working for many people, myself included. So wake up here & take some good notes!
    As you (hopefully) know by now, everything really breaks down into FIVE Simple Steps.
Those steps are all listed below, and broken down accordingly for your convenience.
You may find further breakdown of each of these steps in the BLUE Menu on this site.
    For the purposes of extreme clarification, we’re going to look at each of those steps below.
This will allow you to see how they all work together as a whole in order to get you to where you want to be.
Here We Go:
The Five Steps To Success in Buying Houses

1. Generate Leads 

    This is done using various means, such as the Gold Club, Craigslist, Zillow, this Secret Source of Leads (Click Here), FSBO Signs, Yellow Letters, Referrals, Networking, Bandit Signs, etc.
You’re simply looking for people who have a house to sell. The house could be either Pretty or Ugly. 
But keep in mind that this is simply the Starting Point. 
It’s important to know that just because someone wants to sell their house doesn’t necessarily mean that it will be a good fit for US to be the one to buy that house.
    For more information on how to Generate Leads, look at Step One in the Blue Menu on this site.
    There are MANY factors to consider if we are going to be a good mutual fit to buy, and those factors are discovered and found in the NEXT step…

2. PRESCREEN the Leads

    This is done by getting the Lead/Property Info sheet filled out to gather the essential facts we need.
This is either done by YOU, your VA, or someone on your staff (in the future).
When this Lead Form is filled out, we’re essentially probing for flexibility and motivation on the part of the seller.
    If it’s an ugly house that needs a lot of work, we’re looking to get a LOW purchase price, so we’d need the seller to have price flexibility.
    If it’s a pretty house and we’re looking to work a terms deal, we’d like to get a YES to either ‘will you sell for what you owe?’ (if they don’t have much equity) or ‘would you take monthly payments for your equity’ (if they do have equity or own it free & clear).
    If they say NO to either of those questions, we consider it to be a ‘NO’ lead.
Regardless of whether it’s a YES or a NO lead, we (you) must still CALL (or text) them back and have a conversation to verify the information that was provided on the PI sheet (if the VA did it) AND see if we can get further. That part of the process is called a “Closing Call,” and is covered in the next step (#3, below).
Some of the MAIN things we’re looking to discover here are: 
-What is the seller’s situation?
-What are the numbers of the house?
-How FLEXIBLE is the seller to sell for a low price or to sell with TERMS?
-How MOTIVATED is the seller to sell at this time?
-If they don’t have much equity: Will they Sell for What they OWE on the house?
-If they own it free & clear or have a lot of equity: Would they take payments for a while until we get them cashed out?
–WHY are they selling at this time?
-What is the PAIN of their situation?
-Essentially: What are their NEEDS and GREEDS?
-This information is used to determine what TYPE of seller they are: Suspect, Prospect, or Project.
    For MORE Information on HOW to Prescreen Like a Boss, I happily refer you to Step Two in the Blue Menu on this site.
Be SURE to read my powerful article titled “The Art Of Prescreening” (Click on that link to open in a new tab)
    After you or your VA gather this info, we now move on to…

3. Construct and Present an Offer 

    This is usually initially done by going through a Closing Call with the seller and getting to the point where we are lightly negotiating a deal on the phone by finding out the answers to “The Big 4” questions, aka “The Million Dollar Script.” 
This is where we find out the answers to the questions we have about: 
a. The Price; b. The Downpayment; c. The Monthly Payment; and d. The Term (length of time) 
    We are really trying to find out:
-How REASONABLE are they with how they sell?
-Do they want too much for the house? Too much down? Too high a monthly payment? Or too short a term?
    The NEW WAY of negotiating to Construct and Present an Offer is brilliantly effective.
Although you’ll most likely need some intense additional training (provided in the mentoring program-just ask!) on how to do this properly, the basic idea of how it’s done is simple:
We ASK!
    Of course, the MAGIC is in HOW we ask – what specific WORDS we use, as well as our TONALITY of voice.
No worries. I’ll be helping you out with that.
    For more info on Constructing and Presenting Offers, look at Step Three in the Blue Menu of this site.
    However the call goes, we will look to…

4. Follow Up.

    Truthfully, it will be a rare thing that we’re able to negotiate a deal with the seller on the first call. It usually takes more than one conversation with a seller to be able to successfully work a deal. 
    On those occasions when we’re able to do that, and we like the answers we get (dealing with true Prospects), the follow up action we’ll want to take with those sellers is to get over to their house asap to negotiate a deal!
    For the rest (the majority) of the sellers we talk to, we’ll want to follow up by either sending them information and/or scheduling a time for us to contact them again to have another conversation.
    Remember that everyone’s mind will change with time and circumstance.
    Also remember that 80+% of the business we successfully do will come AFTER the 6th-8th contact/communication with someone.
    Due to these facts, it is VITAL that you continue to follow up with your prospects, suspects, and projects until they either sell to YOU or someone else (or just decide to not sell their house after all). Make sure you stay organized. You may use the Lead Tracking Spreadsheet provided on this site if you like.
    For more information on Following Up, you should already know to check out Step Four in the Blue Menu on this site.
   
    Once we finally get all that in place, we finish up with…

5. Close Quickly.

    This is simply where we get the agreements signed, check the title, and have a closing.
    Depending on the type of deal we’re doing, there may or may not be funds needed at the closing. 
    Quick Story: When I first got started in this business, we used to do “tabletop/kitchen” closings, where we often just had the seller sign all the paperwork right there at their house. We would bring in a Notary (or take them to one) to get those certain docs Notarized.
But those days are long gone, due to the fact that we live in such a litigious society, where anyone can sue anyone else for any reason whatsoever. 

    Because of that, what we now do is have the legal docs signed in front of a real estate attorney or title company, at their office.
    HOWEVER, that only applies to the FINAL docs that are needed.
We still have a few docs that we WILL have signed by the seller at their house!
    WHENEVER we go out to a seller’s house to meet with them, our intention is to have them sign the appropriate document(s).
    With that in mind, we will ALWAYS want to bring the following docs with us when we go to meet with a seller…
We want to bring (at a minimum) TWO BLANK COPIES of EACH of the Following docs:
1. A Purchase & Sales Agreement (aka “P&S”)
2. An Authorization to Release Information (in case they have a mortgage)
3. A Lease Purchase Agreement (for Buying. The shorter one – without the TOC)
    All of these docs are easily able to be found on the Contracts For Buying Page.
Make sure you also bring a crisp $10 or $100 bill to give the sellers as Consideration, aka ‘Earnest Money Deposit,’ so that your contract is considered to be legal.
    KEY: Our GOAL is to first orally negotiate a deal with the seller on either PRICE or TERMS, then put the details of what we’ve negotiated down on paper (contract), and get everyone to sign that Contract, either a Purchase & Sales Agreement or Lease Purchase/Option Agreement!
    After we’ve successfully gotten our agreements signed, we will immediately send that contract & instructions to our real estate attorney or title company to CHECK the TITLE of the property to make sure that we’re dealing with the right people AND to find out if there are any title issues, liens, etc.  That’s the first step of our Due Diligence.
    Should be obvious by now – if you want more information on Closing Quickly, check Step Five in the Blue Menu.
    Couple Quick Pro Tips to Keep in Mind: 
1. Getting a property under contract gives you the RIGHT but not the OBLIGATION to buy it.
2. Don’t worry if you don’t get everything perfect. You won’t, especially at first.
Remember that WE CAN ALWAYS FIX IT LATER!

To Summarize: There are FIVE Steps to Success in Buying Houses:

  1. Generate LEADS
  2. Prescreen the Leads
  3. Construct and Present Offers
  4. Follow Up
  5. Close Quickly
– And There We Have It! –
    The main secrets of HOW we do what we do have just been laid out for you in simple, succinct fashion right here.
And that’s all on the BUY side.
We’ll have the same 5 steps on the SELL side…just with different ingredients.

With that in mind, I strongly suggest you re-read this post now AND in the future whenever you get ‘stuck.’

    Now that you know this, there should be NOTHING to STOP YOU from getting out there and tearing it up.

    Just remember to touch base with me, your trusty mentor, if you need help.
And be sure to write a nice Testimonial as often as you like!

 

    Hope this helps you out.

    Until Next Time,

Tony Pearl

Copyright 2019 Tony Pearl | YourRealEstateCourse.com  |  All rights reserved
  • March 30, 2019

Deal or No Deal? Which Leads Should I Pursue?

    Today’s Tip: How Do We Know What IS or ISN’T a Potential Deal?

Good question, right? That’s exactly what we’re going to discuss in this article, so keep reading…

I recently had another student ask me that familiar question, “Tony, here are some details of a lead. Should I talk to them? Is this a possible deal or not?”
Since I’ve been asked this question more times than I can count, I thought I’d tackle that exact issue right here & now, for everyone’s benefit.

Here’s a typical scenario… You’re going through Craigslist, Zillow, or any source of FSBO leads. Or maybe your VA sent you a lead. Nothing out of the ordinary there, but then you see something a little ‘different’ than what you think you should normally expect. And then you wonder, “Is this even a viable lead? Should I call the seller? Or should I just let it go?”

For example: You see a really ugly house, and you’re looking for pretty houses. Or you see a really pretty house while you’re looking for ugly houses. Or you see a really cheap house while looking for higher-priced homes. Or you see a really expensive house when you’re really trying to find cheap houses. Or maybe you see that a house is being advertised for sale by another investor! Or maybe there’s a house with a motivated seller, but it happens to be listed (with an agent)!

    What To Do? What To Do!?!

    First, don’t freak out. These things happen. Like, literally, ALL the time! (Millenial speak for ‘this is a common occurrence’)

Next, remember what our essential ROLE is. We are (Cue the trumpets) PROBLEM SOLVERS!  Picture yourself arriving on the scene, hands on hips and cape on back, waving in the breeze (even if there isn’t one).  We get paid massive sums of money to provide solutions and FIX people’s problems.  In this other articleI talk about that very thing – how we are essentially looking for problems to solve in order to provide value to others & make money for ourselves in the process. I suggest you read it when you have the chance.

The downside of that is simply: If there’s no problem/issue to solve, we’re not going to have as strong a position to stand on to deliver value. Therefore, if someone doesn’t have much motivation or flexibility to sell their house, for example, we’re probably not going to be able to do business with them at that time.

For instance, if a seller honestly tells you that they don’t really care if they sell their house or not – that they’re just ‘curious & wanting to see what the market would be willing to pay for their house,’ then get the fuck off the phone immediately. You’re wasting your time, and no matter of skill or sweet-talking will ‘convince’ them to sell you their house on terms or a low enough price to do business!

This is why it’s SO important to be an effective PRE-Screener! So you can quickly identify who is worthy of your time or not.  Naturally, I’ll refer you to my article, “The Art of Prescreening” for more valuable information.

With all that in mind, let me now answer the question: “Should you call them or not?”
The answer: “How the hell should I know?!”
Just kidding! The real answer is: “Yes, you should probably call them. What have you got to lose?”

And here’s why:  Since you obviously don’t know what the heck is going on with them or their situation, you should go and FIND OUT! Why not call them up, channel your inner Columbo*, and ask a few questions to see what’s going on with them TO SEE IF YOU MIGHT BE ABLE TO DO SOMETHING TOGETHER!

*Columbo was a TV Show Police Detective. If you’re old enough, you’ll recognize the reference. If you’re too young, sorry!

In the most recent case of my cool student asking if he should call the seller or not, it was because the For Sale By Owner Seller was also an Investor!  Yes, I recognize that this may be confusing, because if you’re new or just don’t know any better, you might think that we shouldn’t talk to other investors, because they’re essentially doing the same thing we are, and we’d just be competing with them.

That’s the WRONG way to think! Why? Because other investors are just like US… They’re Businessmen (and women).  They’re simply looking for a solution to their house issue. They’re (usually) not emotionally attached to their house like many homeowners are. In addition to that, they “get” that we’re looking to possibly structure a deal that makes sense, too, and are often okay with sharing some of the profit of the property if we can bring some value to the table.  Truth be told, there are many times I actually prefer dealing with other investors over regular sellers, because of this fact.

For example, let’s say that you have several qualified tenant buyers you’re working with, but only one house to sell (or none!). You have a few people with healthy downpayment amounts, just ready for a house. But you don’t have another house to sell them! So what do you do? Well, one solution is for you to call up as many sellers as you can and try to work out a deal. Another possibility is to call another investor you happen to know and see if they have any deals they’re looking to get filled & can work out some terms with you. Maybe you can partner with them to get half the downpayment/option consideration if you bring the buyer to the table?

That’s just one creative example.  This exercise is meant to get you to think.

Let me share a quick story with you. Several years ago, I DID have a tenant buyer who had a sizable downpayment & was really interested in buying a house on a lease purchase in Washington, D.C. I contacted a FSBO seller who was not only an investor but also a real estate agent as well! Double yikes, right?! Wrong!  When I asked him what was going on with this deal, I found out that he just wanted to do something quick with the house & was more than happy to walk with only a $500 assignment fee. Since my tenant buyer had more than $10,000 to put down & I was all out of houses at the time, that was what we like to call a ‘no-brainer.’

So we got the deal done. Quickly & easily. Don’t you just love it when that happens? I know I do! 

Now as tempted as I am, I won’t discuss numbers as they relate to deals here in this article. If you’ve been sufficiently trained, you should know that stuff by now.  If you still need help in that department, you may just ask me. Who knows – maybe I’ll write another article here for you.

Instead, I’m going to focus on the concept of simply talking to people to find out what the problem/challenge/issue is, then finding a way to work together to solve that problem. From there, it’s merely a formality to work out the ‘numbers’ on the deal to everyone’s satisfaction.

Does that make sense?

So with that in mind, here’s the simple advice/tip I have for you today:

Network. Call people. Talk to sellers. Talk to investors. Call me crazy (you won’t be the first), but you can even talk to agents!! Contrary to popular opinion, they’re not (necessarily) the enemy! 

Would you believe that I actually did my very FIRST DEAL with the help of a veteran real estate agent?! It’s true! She actually helped me put together a smokin’ HOT Lease Purchase deal that converted to 100% owner financing after one year (after I had shown the sellers that I was a man of my word who did what I said & paid on time).

Remember that you’re looking for what the PROBLEM or the PAIN is. In every deal, we’re looking to either FIND, CREATE, or EXACERBATE a problem so that we may then solve it. And get paid to do so.

This problem may be something related to them, personally, such as a divorce, death in the family, job loss or relocation, or just being a tired landlord. Or it could be with the house, such as it needs too many repairs, or they owe too much & can’t cash out because no one wants to buy it for all cash/get a loan at a high price.

Still with me?

So there’s your somewhat simple take-away. You just don’t know what’s a deal or not until you actually gather the FACTS. It’s not just about the numbers, it’s about the SITUATION. What’s the problem? And can you find a way to solve that problem and get paid to do so?

All this and more will be revealed…

…When you simply pick up the phone and call them. Or talk to them in person, if they’re right there in front of you.

Get to be really GOOD at asking QUESTIONS to find out what’s really going on here.

Just like Columbo.    🙂

 


QUESTION:  Some of the biggest challenges I’ve noticed with mentoring people is the HUGE lack of sales, communication & negotiation skills. Too few people truly possess them. Due to this fact, as well as the glaring omission of true quality training that’s available in this space, I’m seriously considering putting together a course or some training to help teach you the secrets of How to Communicate, Persuade, Influence, and Sell people in a way that is fun, smooth, easy, and profitable.

If this is something that you might be interested in, please let me know by simply sending an email to: [email protected] with the subject “Sales Training Please!” and any questions, suggestions, or comments in the email.  If I get enough interest, I’ll do it…and it will incredible, because I have a LOT of super powerful secrets to teach here. Stuff that can massively change your life for the better, just as it has for me.
Again, if you’d like to see this, just send me the email now. Thank you!

 

  • February 7, 2019

Is there a Crash Coming? Latest Market News – December 2018

    Don’t Call Me “Chicken Little.” Not just yet. But maybe soon…

    In this Article/Post, I’m going to do something a little…different. I hope you like it.
In order to bring you as much value as I can, I’d like to share a few thoughts, observations, and instincts about what’s going on out there in the ‘real world,’ and how it relates to YOU.
Specifically, how YOU can potentially PROFIT and BENEFIT from what’s going on out there – EARLIER and easier than 99% of the general sleepwalking public.

    Is That OK With You? 🙂      Great…Let’s Get TO it!

    Listen, I’m starting to see some serious signs that the real estate market is beginning to COOL OFF.
New home sales are slowing way down. Existing homes sales are down. Inventory is starting to pick back up a bit in many markets across the country.
In addition to that, have you seen the stock market lately? What about the cryptocurrency markets?? At the time I’m writing this,

They’re all CRASHING!!

    Something you might not know about me is that I personally LOVE cryptocurrency, and have been investing heavily in it for some time now.
It’s made me a lot of $$. At the time I’m writing this, the prices we’re able to buy at are the lowest I’ve seen in a long time.
And you know what that means: Opportunity!  When it comes to investing, we must live by the 4-word axiom: Buy low, Sell high.

    If you know anything about Blockchain technology and what it represents to our future, you’ll naturally recognize the incredible opportunity we’re facing RIGHT NOW.  I’ve been continuing to buy as the prices have been falling. Yes, I’ll admit that my sphincter has puckered up every single time, but I’m still doing it.
    Of course, I’m NOT giving you any financial advice here. But if you want to see something truly interesting, just take a look at the cryptocurrency markets when you have the chance. Here’s a great place to get started.

    As far as real estate goes, GET READY.
Why do I say that? Because if things continue the way they’re going right now (down), and we start to see another housing crash soon (which I believe we just might), guess what?

    All those sellers that you’re talking to now that say they only want full price, all cash??
Yeah, you should start to see more people become flexible for how they sell their house as their motivation increases when the prices continue declining and the typical buyers become more and more picky.

    Please understand that I’m not a typical bean-counting research kinda guy.
In fact, when I was in school, I hated to do research! Maybe it had something to do with the fact that I had to go to the library and start digging through those index card files and reference things using the Dewey Decimal System! Remember that? If you’re older than 40, you probably do. If you’re younger than than and only know the internet, you’re spoiled and don’t even realize how good & easy you have it now. 🙂

    For that & many other reasons, I invite & encourage you to do your own research, if you like. Take a look at these charts & reports to get a good start…

New Home Sales:
https://www.advisorperspectives.com/dshort/updates/2018/11/28/new-home-sales-down-almost-9-in-october

Existing Home Sales:
https://www.advisorperspectives.com/dshort/updates/2018/11/21/existing-home-sales-up-in-october-after-6-months-of-declines

    Do you remember the great real estate crash & worldwide market recession of 2007 & 2008?
Yeah, me too. In fact, I still remember it like it was yesterday. NOT a pleasant memory, is it?

Like many investors, it pretty much knocked me out of the game. For a few years!
For me, it was ok, because it truly humbled me & helped me become a better man and a better father. 

    But as they say, “Live & Learn.” And I tell you one thing:
If I could go BACK in time, I would have done things TOTALLY different than I did then!
First off, instead of shying away from the game, I would have run towards it.  
There was blood in the streets. People were in desperate situations and too many people lost their homes.
At the end of the day, the big banks were the only ones still standing, the bastards.

    Looking back, I would have bought MORE houses. Taken over debt. Utilize creative real estate techniques.
In short, DO this business the way we know how.

People will ALWAYS need a place to live, and you can always rent houses out to make that cash flow until the prices come back up enough for you to sell!

    By the way, if you haven’t seen it already, I TOTALLY recommend you watch the movie “The Big Short.”
This will give you some great perspective on things. Have you already seen it? Watch it again!

    A great question I occasionally like to ask myself & others is this:
“Knowing what I/you know now, what would I/you do DIFFERENTLY if you faced that same situation again today?”

    What would YOU do differently if you saw another upcoming housing market crash?
Would you do like most people today & just get out of real estate altogether?
Or would you see the incredible OPPORTUNITY that a crisis can represent?

    I don’t mean to sound like a cold-hearted bastard here, but remember this:
“Opportunity doesn’t ever go AWAY. It just goes to someone ELSE (if you don’t take it).”

    As Warren Buffet said, “When the market is greedy, be fearful. When the market is fearful, be greedy.”

    That means that IF the market does crash soon, there will be opportunities out there for you. Things will change. You’ve just got to be READY for them when they come.

Which now begs the question: HOW should you prepare yourself for this possibility?

    Abraham Lincoln said it best, “LUCK is what happens when opportunity meets preparation.

    Dirty Harry asked this great question, “Do ya feel lucky, Punk?”  Forgive my wacky sense of humor here.

    But seriously… If you want to get LUCKY, you’ve got to get yourself PREPARED and put yourself in a POSITION to benefit from what just might be happening and what might be coming soon.

    HOW? By continuing to LEARN and APPLY these creative real estate tactics. Get GOOD and READY to utilize Subject-to investing techniques. Sharpen your ax of knowledge on HOW to construct and present Owner Financing and Lease Purchase Deals!

    In other words, KEEP doing what you’re doing. Just do MORE of it. 

    That means – keep talking with sellers. Talk to at least 5 new people a day.
The TRUTH: MOST of them will say ‘No’ the first time they talk to you. That’s just how it is.

    So FOLLOW the F*** UP! Don’t just let ’em slide. Don’t just take their word for it. If it’s not a good fit for them for now, call them back later to see if they’ve sold their house yet. And when you do, just use my killer “Prepare to Follow-Up” Script (I just made that name up, but I kinda like it!):

    “Mr. Seller, it sounds like this might not be a good fit for us at this time, because you say that you only want full price, all cash, but I tell you what…
I’ve enjoyed talking with you today!” (if that’s true) “Why don’t I send you some more information so that you can get a better idea of what we’re able to do for you, and we can talk again in 2-3 weeks! How’s that sound?” 

    When they say yes, just get their email address & send them something to read that introduces you and gives them a few offers for their consideration!

    Need help making offers? Use my incredibly powerful & easy-to-use Fast Offer Generator!  (please pardon the plug!)

    Then set an appointment to follow up with them at a designated date & time. 

    Trust me (and all of us who are having success buying houses & doing deals) when I tell you that…

The Fortune is in the Follow-Up!

    If you simply do this consistently, and keep track of the results you’re getting, I can practically guarantee you the following results:

  • You’ll get BETTER at this…FAST!
  • You’ll gain more CONFIDENCE.
  • You’ll have a pipeline FULL of leads and deals.
  • You’ll do DEALS. And then you’ll do MORE deals.
  • You’ll start to notice that MORE people WANT to do business with you.
  • People will start talking about you & your reputation will grow. (hopefully in a good way lol)
  • Leads and Deals will start to come TO you, rather than you having to chase them.
  • You’ll be READY if/when the market crashes, and…
  • You’ll be ready if/when the market doesn’t crash!
  • You’ll have MORE disposable income. 

    WARNING: Side effects may include, but not be limited to: You might just get to be a shrewd mofo & become more of a successful asshole (like me!).  🙂

    In wrapping this up, I’d just like to say this disclaimer:
I don’t know if the market will crash or not. Shoot, no one does. Maybe it will. Maybe it won’t.
As always, time will tell.

    But I DO know this: I’d MUCH rather be prepared & ready than NOT be ready if and when it DOES crash.

    Wouldn’t you agree?  😉

    Oh, and if the market does crash, don’t blame Trump. It will NOT really be his fault, despite what the horrible, lying, corrupt, and disgusting mainstream media will no-doubt claim. The truth is that it will be the fault of the ones who always cause the suffering of mankind: The international banking cartels, and the so-called globalist ruling ‘elite’ who guide them.
But that’s a conversation for another day. 

    And finally – think about buying some Bitcoin or other cryptocurrency NOW, while it’s still on SALE, if you can. When the prices go way up (which they hopefully, probably will within the next few months), sell it off and make your money! Then rinse & repeat. (Disclaimer: A good rule of thumb is to only invest what you can afford to lose, so if you’re living paycheck-to-paycheck & barely getting by, this might not be for you right now. But if you’re in a position to do so, now would be a great time).

    Thanks for reading this special report. I hope you’ve gotten a lot out of it, and I hope it’s stimulated you to think about things a bit more. As always, I genuinely and truly encourage you to do what most other people don’t do: THINK for yourself! Stay awake while all around you are sleeping. And be prepared for the multitude of opportunities you encounter every day.

    Until Next Time, I remain…

    Your Humble Mentor,

Tony Pearl

P.S. This special article has been brought to you at NO Cost by:  YourRealEstateCourse.com
Are you a current member?
If so, be sure to login every week to get the latest & greatest!

If not, we’ll be happy to Welcome You Back with Open Arms. Just click HERE to get signed back up today!

 

 

Copyright 2018 by Tony Pearl | YourRealEstateCourse.com


 

  • December 8, 2018

At Last! The Magic Tool to Help You Succeed!

HERE IT IS! The email you’ve been waiting for.

Today (June 6th) is my birthday, but I have a big present for YOU!

After many long hours on the computer, late nights with bloodshot eyes, and much anger from my family, I’ve finally emerged from the office to give you the following Magic Tool.

I’m sure you’re wondering what the heck it is, right?
Well, the wait is over!  Without any further delay, I now present to you…

The Powerful Seller Closing Call Interactive Form & Script!!
(aka “The Closing Call Script”)

Here’s how it works…

  1. You login to my site (you’ll need to because of all the powerful features I’ve built into it and because we can’t let a tool this powerful fall into enemy hands!)
  2. You go to the special ‘Closing Call Script‘ link (Hint: It’s now in the ‘Tools’ Menus)
  3. You watch the Training/Tutorial Video I made for you at the top of the page
  4. You enter a little info (your name, email, date, the seller’s info)
  5. You click a few buttons and call the seller
  6. You read the script
  7. You ask questions & click the appropriate buttons of their replies
  8. Keep reading what the script tells you to read
  9. You negotiate the deal
  10. You set the appointment
  11. BOOM! You do deals & make BANK!

Easy-peezy, lemon squeezy. No more flipping through pages of notes or manuals, wondering what the heck to say next.
And no investing $997 or $1,497 to get thick manuals or DVDs you have to spend countless hours learning.
Today, I’ve done you a solid. We’ve taken away all that extra crap and expense.

Here’s the short version: Use the script. Negotiate deals. Make money.
Any questions?

I’m sure you’re anxious to get started & check this out, but before you do,
I’ll have to address a Few Important Points:

  • If you’re a Current Student of mine, you’re good. You get this for NO COST!
    Yes, I know. I’ll give you an option to buy me a beer soon enough.
  • If you’re NOT a current student & your membership to my site has expired, no worries!
    Just Re-Activate Your Membership by Clicking Here!
  • The scripts incorporated in the form are based on RON’S LATEST SCRIPTS.
    There’s little to no ‘fluff.’ You’ll have to make nice-nice with the seller & develop rapport on your own here.
    The best way to do this is with the right vocal tonality. See me for further info & training on this. We’ll make magic happen.

Has Your Membership Expired? But you’d like to see the tutorial video so you can see what you’re missing & decide if it’s worth it to renew your membership? (yeah, it’s totally worth it!). Got you covered:  Click Here to Watch the Tutorial Video on YouTube
Then Click Here to Renew.

And if you’re just ready to get started and give this a go, click here now to begin!:

Closing Call

 

To close this up…

I seriously worked my a$$ off on this project for YOU.
Why? Because I recognized that this has been a MAJOR sticking point for a lot of my students.
Use this tool, and you’ll have a tremendous advantage over just about anyone else out there.
Yes, it’s that powerful. I truly hope you use and appreciate it.

Also – if you have any ideas, suggestions, or feedback, I welcome it with open arms.
Just be gentle, because I’m sensitive.  😉

At the very least, send me an email to let me know what you think…
Or if you just want to wish me a happy birthday or let me know you’ve read this far. lol

Congratulations, [newsfield name=”name”].  I hope this tool helps you/us do deals.

Hope you love it as much as I’ve loved making it for you!

Talk to you soon,

Tony Pearl
Your Real Estate Mentor

 

 

 

 

 

 

 

 

 

  • June 6, 2018