Category Archives for "Marketing"

“The Joy of Text, Part 2: What NOT to Do When Texting”

STOP! Did You Read Part ONE of This Article Yet?


    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?”
THEMYes.
YOUGreat! My name is YOUR NAME. What’s your name?
THEMThey reply with their name.
YOUNice to meet you, NAME. Are you the owner?
THEMYes (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!

For more information, Click Here

    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,

Tony Pearl

 

Copyright 2019-20 Tony Pearl | All Rights Reserved

 

This software puts the REAL Joy into Text!:
The Software That Does The Work FOR You!
 
 

You Have FIVE Seconds…

“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:

  • You’ve got to be as SHARP as a Ginsu knife!
    If you sound stupid or lack confidence, you’re done with most people.
  • You’ve got to have enthusiasm! Don’t be boring, dull, or sleepy.
    If you don’t have energy, don’t expect to get good results.
  • You’ve got to be perceived as an Expert. An Authority at what you do.
    Nobody wants to deal with someone who doesn’t know what they’re doing.

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!

What Happened?

    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,

Tony Pearl

 

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!  

 

 

  • November 16, 2019

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!  

 

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

Two Types of Offers You Should Know About

    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:

  • Purchase Price
  • Down Payment
  • Monthly Payment
  • Term (Length of agreement)
  • NOTE: The Interest (for owner financing) or the Monthly Rent Credit (for Lease Purchase) are NOT discussed until we negotiate it later – usually at their house as the paperwork is being signed.

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: 

Fast Offer Generator –
Make THREE Customized Offers to Any Seller in Less Than One Minute!

 

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!

–Tony Pearl


–>Be Sure to ‘Leave a Comment’ Below!<–

Jay Conner Interviews Me!

“And Now For Something Completely Different!”
-Monty Python


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:

  • My powerful 3-step “Magic Bullet” approach to talking with sellers, buyers, private lenders, etc.
  • How I first got started in real estate
  • How I made my first Million in this business (and how you can, too!)
  • A Brief introduction to how to do deals virtually
  • And much more!

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,
-Tony Pearl

 

 

—-

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

Your Tone of Voice

“I Can Tell By The TONE of Your VOICE!” Aka Ninja Influence,
by Tony Pearl


    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,
Tony Pearl

    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

  • April 22, 2019
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