IN This Post, I’d like to show you something.
Would you like to see it?
I’ll be happy to show it to you in a moment, but before I do, I’d first like to say that after you’ve seen this, I’m going to ask you another question.
Now, what you’re about to see is NOT about real estate. Not exactly. But it DOES have to do with everything that will truly determine how you do in your real estate investing business. More than that, it has to do with your LIFE.
You see, so many people are just walking around in a trance. Although they see things around them in their environment, they very rarely (if ever) truly SEE what’s right in front of them. The opportunities. The possibilities. The people they can help.
Most everyone these days is walking around staring at these stupid little tiny screens, rather than seeing what’s all around them in the real world.
At the time I’m writing this, we’re in the last few weeks of 2019. Christmas is coming, and 2020 is right behind that.
But what you’re about to watch is “evergreen.” It’s timeless.
So I have a very powerful video I’d really like to show you now. It’s by one of my favorite YouTube artists, Prince EA.
If you’ve been on this site for any length of time, you’ve probably already seen his work. Hopefully you appreciate it as much as I do.
The title of this video is “Before 2020, Watch This…”
And THIS should make you think…
And now for the question I promised to ask you:
Did you SEE it?
And how did this change YOUR Vision?
Remember: “Eyes that LOOK are common. But eyes that can truly SEE… are rare.”
I SEE a very bright future for YOU, my friend.
Can you see it, too? Will you join me?
To Your Success,
“The Wake Up Call”
This is one of the Most Compelling Speeches you’ll ever see.
And it’s delivered by one of my role models, Dwayne Johnson, aka “The Rock.”
In this captivating video, he shares his story, how he approaches each massive project he does, and what keeps him focused and motivated every single time.
I don’t know about you, but there’s something very powerful here that I can relate to very well.
Take a look at this & I believe you’ll feel the same…
WARNING! There’s some profanity here, so either put your headphones in or kick the kids out of the room.
…Or just don’t watch it if your ears are too sensitive.
Pretty awesome, right?!!
Now I have a question for you: How can YOU use this in your life? How can you use this in your BUSINESS?
Do you have a point (or two) in your life that you can recall when your “back was up against the wall?”
Was that a long time ago, or more recent? (Maybe even right now?)
Remember what you’ve been through in your life. How did (or have) you battle through your adversities, your challenges?
How have you handled your demons?
I’ll share something personal with you. Every time I’m facing a hard life challenge, I remember the lean years – when I barely had enough money to put gas in the car or food on the table… Times when I wondered how I was going to make the rent or pay my bills.
I remember the pain & the shame of leaving a great job I had and not being sure if I could provide for my pregnant wife and 8 month-old son (back in 1999).
I remember those painful moments (those are just a couple. There’s a lot more, believe me), and I remember having to dig deep to find ways to “make it work.” Even though I didn’t have all the answers at the time or know everything about what had to be done, I just knew that I had powerful enough motivating factors that essentially compelled me to do whatever the f*** I had to do to get shit done.
And I use those memories to motivate me to get my shit together & get it done – the right way.
Can you relate? What’s your story?
Remember to always operate like you have your back to the wall. Don’t ever settle for just ‘being comfortable,’ when you’re capable of SO much more.
I challenge you. Now what are you gonna do about it??
Thanks for watching & reading.
Now if you’ll excuse me, I’ve got to go hit the gym! 🙂
Here’s to YOUR success,
“How To Get Anything You Want From Life,”
by Tony Pearl
I almost didn’t write this article…
What you’re about to discover is so profoundly powerful, that if you truly understand and apply these simple secrets, I can practically guarantee such phenomenal personal and financial growth over the next few months that you won’t even recognize the dynamic person you’re about to become!
Yes, these secrets are that powerful. But don’t just take my word for it. Read, learn, and apply. Then find out for yourself! Keep reading…
Now, before we get into “The Big Secret” and all that, we first have to understand something. And it all begins with you asking yourself a question. I’d like you to honestly ask yourself: “Why don’t I have some of the things I desire from life yet?”
Why aren’t you in perfect shape? Why don’t you live in that awesome house yet? Why isn’t your bank account as big as you’d like it to be? Why do you still feel guilt? Stress? Anxiety? Why aren’t you driving the exact car you’d like to drive?
What answer did you come up with? What reasons did you give? Did you blame some outside circumstance or situation? Was it your parents’ fault? Was it Obama? Or Trump? Oh yeah – it was the market! Or maybe it was “The Man” keeping you down, right?
Ok, I get it. It’s a natural thing for us humans to want to blame something or someone for our misfortunes in life. It’s a lot easier to assign the blame than to feel the shame. And for many people, it’s a very hard thing to admit this simple truth: “It’s MY fault. I am to blame for my current situation in life.”
While admitting that to yourself and taking responsibility is a hard thing to do, it’s also a very empowering thing. Why? Because it puts YOU in control of your life, not some outside thing. And this is a beautiful thing.
“No One Can Be a Victor While Claiming to be a Victim.”
Think about this: Virtually every single person you’ve heard of who has accomplished anything worthwhile didn’t get to where they are by blaming other people or circumstances and making excuses. No, they got to where they are because of the choices they made, how they learned from them, and how they persevered through the challenges they faced, despite the things that were in their way. Remember: The road to success is paved with obstacles.
Which brings us to the “Big Secret.” Are you ready for this? Ok, here goes:
“Everything You Want Out of Life Is On the OTHER Side of…
Your Comfort Zone”
Think about that for a second. There’s some profound truth there, wouldn’t you agree?
Think about any worthwhile success you’ve had in your life. Didn’t you have to stretch yourself? Didn’t you have to get out of your comfort zone at least a little bit in order to achieve it?
I’m willing to guess yes. Am I right?
If you’re married, didn’t you have to grow outside your comfort zone to get there? If you have kids, aren’t we challenged practically every single day by them in order to grow and be the best parent you can be? (Especially for patience, right?!) If you have a job or a business, look back and see how you got there. Yeah, you had to do some stuff that you may not have felt comfortable doing. But you did it, and look at you now!
So now that we’ve got that out of the way, let’s look at what you need to do to get to where you want to go. Chances are that you probably already have plenty of opportunities that are put in front of you every single day. Why aren’t you taking them?
Want to get something you don’t have now? No problem… Just blast through your personal comfort zone, and you’ll be much closer to getting it.
“If You Want to Be The BEST, You’ve GOT to Say YES!”
The only way we can truly grow is to first say YES. Begin by saying YES to yourself. Give yourself permission to succeed. While I realize that may sound a little corny, it’s often one of the factors that holds many people back, often times without even realizing it. So many people have self-esteem issues caused by prior negative programming (by others, like parents or teachers). These issues may lead someone to believe that they’re “not worthy” of success.
What a bunch of crap! The only one who can truly hold you back from accomplishing anything you want…is you! So you’ve first got to get out of your own way by giving yourself permission to go ahead & have fun accomplishing some incredible stuff that you want to do.
After that, you’ve got to say yes to others. Choose wisely, but go ahead & say yes to some stuff. Have fun with it. If you’re stuck in business, say yes to picking up the phone & making that call (you know you need to do it). Say yes to looking at those houses. Say yes to signing that contract or scheduling an appointment with a prospective private lender.
Stop worrying that things won’t be perfect. Because they won’t be. Ever. It’s ok. Get over it & keep going. Think & adjust as you go and do the best you can, and you’ll be amazed at what you’ll accomplish. Oh yeah – try to have a good attitude about things. It’s a very attractive quality that will take you far in this life.
Listen, I could write a book about this stuff. And I just might! But in the meantime, I hope you enjoyed this brief article. I hope it made you think, and I hope that it continues to encourage and motivate you to challenge yourself.
Because that truly IS the “Big Secret” to getting whatever you want out of life:
Challenge yourself to grow beyond your comfort zone so that you can first grow as a person. This will naturally help you grow your business, including your bank account, your circle of influence, and anything else you like.
“Comfort Zones Are Most Often Expanded Through Discomfort”
–Chinese fortune cookie from my dinner last night
See? I told you this stuff was powerful yet simple! It even showed up in my freakin’ Fortune Cookie!
So don’t just blow it off, thinking that you already know it all. Use this truth. Understand it, then apply it. You’ll see exactly what I’m talking about! I guarantee it.
Now, aren’t you glad that I decided to write this article after all? 🙂
Until Next Time,
Copyright 2019 Tony Pearl | All Rights Reserved
BIO: Tony Pearl is a writer, speaker, copywriter, mentor, marketer, coach, 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, so don’t believe a word of what he says! Instead, go try out his advice for yourself, and see what happens.
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,
Today is the day!
Exactly 243 years ago on this day, 56 incredibly brave men sat down to sign one of the most powerful documents to ever be signed here in America – the Declaration of Independence.
That’s something we all (hopefully) learned in our history classes or required education to become a U.S. Citizen.
But what was often left out of our education was what those brave men RISKED to sign that document.
Their fortunes. Their freedom. And in a few cases, their lives.
Every single man who signed the Declaration of Independence KNEW what they were risking, and what was at stake for them.
But they did it anyway. Why? Because they knew what mattered more than anything: Our precious FREEDOM, and our independence from the King of England, who clearly did NOT understand nor care about what we were all about here in the new colonies.
It’s that great spirit that still defines us TODAY, despite what some people in our own country are trying to do to take it away from us and steer us in another, sinister direction. But that’s a conversation for another day. 🙂
Today, we celebrate our great nation’s birthday as a free & independent nation…The greatest in the world!
I’m about to go to a cookout, then head to downtown DC tonight to watch the end of the parade & see the amazing fireworks that are lined up. I did this last year, too. Should be incredible!
Whatever you do today, I hope you enjoy it. Please take a few moments to stop & appreciate the incredible blessings we have in our lives. Speaking of which, I appreciate YOU!
Finally, if you don’t mind, I’d like to share a little more American history with you.
In case you’ve never heard this or aren’t familiar with it, please take just 11 minutes & 38 seconds to listen to this powerful story of how Francis Scott Key wrote our National Anthem, and under what conditions it was composed. This is something you MUST hear!
The powerful & moving Story of the Star-Spangled Banner, aka our National Anthem.
Please leave your comments & thoughts below!
Today’s motivational video will hit you hard.
Actually, this isn’t so much motivation as inspiration. It should get you to think.
Hey, if you’re still working a job, this should really smack you right between the eyes – HARD! And that’s a good thing.
You see, I’ve been saying for years that, “No one really does anything until/unless they’re ANGRY or EXCITED enough to DO something about it!”
In other words: We all live in various stages of our comfort zones. It’s only when something happens or we just get pissed off enough that we finally take the action needed to create the change needed to get out of our rut and make our lives better.
Think about that.
Ready? Great! Here’s today’s video, titled “Stop Wasting Your Life,” by Prince Ea. ENJOY!!
So…What did you get out of that video? What did it make you think about for YOUR life?
Please take a moment to wipe the tears from your eyes (no judgement!), and leave your thoughts below!
Enjoy your day… AND your LIFE!
by Tony Pearl
As I write these words, I’m overlooking the crystal-clear blue-tinged waters of the Gulf of Mexico. The boats in the marina are docked and their crews are scurrying about in preparation of the day’s activities. The weather here in Cancun (located on the Northeast part of the Yucatan Peninsula of Mexico) has been exquisite, as my slight sunburn indicates. It should be about 82 degrees here today, while back home it’s a balmy 46 degrees & rainy. No, I don’t miss it. 🙂
When was the last time YOU took a vacation? Was it recently? Did you have the chance to get away and do something fun, relaxing, or otherwise fulfilling lately? If not, why not? There have been countless studies done and research conducted that prove that people who take the time to take vacations live longer, happier, and healthier lives. Google that if you don’t believe me. Or ask the guy who sold us our timeshare (I’ll get back to you about that).
The First Time I Realized That I Needed a Vacation
Years ago (when I was still working a full-time job), I started to get burned out from it. I began hating the thought of going there and facing certain people again, and even the activity of what I was doing started to get on my nerves. The funny part is that my job at the time was the best ‘job’ I’d ever had, because I was a Ballroom Dance Instructor!
I remember asking myself, “Why am I feeling this way? I love what I do!” Then the thought hit me: I realized that I hadn’t had a vacation in 6 years! Like a lot of people, I was simply working too hard to think about it. So I immediately set one up – a week at the beach – then planned it out & went.
It was absolutely the best decision I could have made! When I came back from that vacation, I was re-energized, re-focused, and re-committed to what I was doing. It was as if I’d replaced my batteries with fresh, new ones. I’ll spare you the details of the various debauchery I participated in on that vacation, but you get the idea! Hint: I was in my mid-twenties. And single. 😉
So, how about YOU? When was the last vacation you took? When was the last time you just completely unplugged yourself from your daily routine and did something FUN or otherwise completely unrelated to what you normally do?
Now, I realize that if you’re reading this article, you’re probably an entrepreneur who (hopefully) loves what you do already. For many of us, our vocation is like a vacation. And that’s extremely cool! …But it doesn’t count. Even if you absolutely LOVE what you do and can’t wait to get to it, you still occasionally need to just get away from it for a little while in order to stay fresh. Shoot, even workaholic Ron LeGrand goes salmon fishing every once in awhile!
Obviously, if you’re right in the middle of a big deal or project and you just can’t get away, that’s one thing. But it will be very important to at least schedule the time to go reward yourself (and your family, if applicable) when the deal is done.
Here’s some good news if you just don’t have the time (or money) to get away for any sort of extended period: You can always take a ‘mini mental vacation!’
Here’s How It Works: Have you ever been right in the middle of something challenging that you just can’t quite understand or figure out what to do or how to do it? Who hasn’t, right? Here’s something you might try – this has worked for me and countless others many times…
If you’re just feeling ‘stuck’ about something and don’t know what to do next, try this:
First, ask yourself an open-ended question, such as “What do I need to do to get this to work?”
Then, get up and do something completely different!
Go take a walk. Ride your bike. Play some tennis or golf. Go work out. Read a book. Whatever. Just do something completely different that gets your body moving or brain functioning about anything unrelated to your situation or challenge.
Here’s What You’ll Find: After a while, you’ll eventually get back to where you were and what you were working on. At some point, your brain will ‘magically’ bring you the answer you need. Maybe the answer will even hit you before you get back to work! That answer could come any time, any where: In the shower, in the middle of the night, while you’re driving, or even while you’re working out – so be ready!
And when you get that answer you need, you’ll often find that there’s a burst of energy you need to get it done that comes along with that answer. So get busy on it. Take the action you now know you need to get it done, and watch what happens as a result. Very cool.
So, if you’re ever feeling a little tired or burnt out of what you’re doing, you now know what you need to do to make yourself feel refreshed, re-energized, and re-committed to your activities. Take a break. Go on vacation. Go have some fun!
Because sometimes, you’ve just got to UNPLUG yourself in order to RECHARGE your batteries!
It’s weird how that works. And no, you don’t have to go all the way to Cancun to do it…but you totally should if you can! 🙂
Taking a Break in Paradise (Cancun)
Here I am, chillin’ in front of one of the 7 Wonders of the World
(Mayan Temple at Chichen-Itza, Mexico)
More Vacation Pics:
With Scenery Like THIS, it’s EASY to Relax!
Hope this helps!
Until Next Time,
Copyright 2019 Tony Pearl | All Rights Reserved
Hello! Here’s a quick update for you that you need to read…
I just heard from the man, Ron, himself. He shared a quick status report on how things are going, as well as giving out some very sage advice, as Ron is known to do. You’ll DEFINITELY want & need to read this, as it affects YOU!
Here’s the deal.
For some time now, Ron has been calling people who enrolled in the Masters Program after about 30 days of their enrollment.
He says that most of these calls are the same, which is not terribly surprised, all things considered.
There are a few people who hit the ground running and do well very quickly.
Several people seem to struggle, as life gets in the way.
But the majority of students all seem to struggle with ONE huge issue…
Can you guess what it is?
That’s right—Mastering the phone calls, especially with sellers!!
Many times, a lot of people will try to say that they’re not getting enough leads or are just looking for a new cool way to generate leads…but at the same time, they’re not handling the leads that they are getting correctly!
So… WHAT is the Solution?
Well, we have an answer for that, in the form of an actual ASSIGNMENT for you to follow!
Here’s What To Do To Fix This:
Great TIPS (Filling in the Details):
Sending those two calls to me is imperative. Vital. Essential. So do it. Again – only if you’re a current student, please.
NEXT: Regarding LEADS, Marketing, and spending money…
Ron & I do NOT want you spending a bunch of money on your marketing…until you’re totally ready to do so.
And by ‘ready,’ we mean that you’re already doing deals, have your skills sharpened, and really know what you’re doing.
Putting money into marketing means that you’re ready to scale your business up, based on the success you’re already having.
This means NO yellow letters until you’re able to master the call and maybe you might not even need to send letters out at that point, either. Ron says that if you do what’s taught at the Quick Start event, you won’t need those costly yellow letters.
Here’s a quick, easy, cheap/free list of activities you can do to really start generating all the leads you’ll probably ever need…assuming that you’re handling the calls correctly.
Quick List of Lead Gen Activities:
Ron says that everyone he has talked to is getting leads, but none of them are handling the calls correctly.
If you do these things, you should get plenty of leads, and if you’re not getting any deals, it’s probably because you may be screwing up the calls. We need to fix that.
Remember the Ugly House business! While you’re chasing nice homes, you can also be working in the lower end areas doing the same things – looking for cheaper houses to take over debt as well as houses that need to be renovated.
It doesn’t hurt to do a wholesale deal or two, especially when you’re just getting started!
That is all the updates we have for you for now.
BONUS!: CLICK HERE to download the latest call script from the recent “Mastering The Phone” event!
REMINDER!: CLICK HERE to use the Form/Interactive Script I’ve already created for you to use when doing closing calls with sellers.
In our last article, we talked about the words we use and how powerful they are.
This time, we’re going to take it to the next level.
So there’s a famous study that was done a while ago by Dr. Albert Mehrabian, that showed that only 7% of our communication is conveyed through words, 38% is from our vocal tonality, and the rest (55%) is through ‘nonverbal elements,’ such as your posture, gestures, and facial expressions.
Based on what I wrote in my last article, “The Words We Use,” I believe that our words represent a lot more than only 7%, but that’s not what this article is going to be about. No, in this article, we’re going to get into that other stuff – specifically, the Magic of Tonality – HOW we say what we say.
Call me crazy for trying to write about something you HEAR. Obviously, this would be a lot easier for me to demonstrate in a video, or on an audio recording. But we don’t have that luxury here, so I’ll just have to flex my writin’ skills!
Have you ever watched a movie in another language that you didn’t understand? With no subtitles? If you watched the actors closely, you almost didn’t need a translation of what they were saying. You can tell by the tone of their voices who’s angry with whom, who’s jealous of someone, who wants to kill the other guy, or who wants to jump someone’s bones!
There’s a funny scene in the famous 80’s movie, “Ferris Bueller’s Day Off,” where a history teacher (played by Ben Stein) is trying to teach a class of uninspired High School students about economic policy. Not the most exciting, sexy subject to teach, but he made it exceptionally boring by the way he used his voice! He had a flat, monotone style that had very little to no inflection whatsoever. The result: Everyone was asleep or looking at him cross-eyed, because they were so bored! Don’t be that guy.
The right speaker can take something boring and turn it into something exciting, while the wrong speaker will do the exact opposite. And when you take something that’s routinely boring AND you add a boring person… you get your High School History teacher! (no offense to real History teachers–they’re the best!)
What makes a speech interesting? What makes it hard for you to tear yourself away from a good performance by an actor, or a powerful motivational speech by someone? Is it just the subject matter? Or simply the words they use? Probably not.
No, chances are that when you’re riveted to someone speaking – about anything – you’re probably interested because of the emotion, tonality, and vocal inflection of their VOICE!
Check Your TONE, Tone! (Tony)
What the heck is vocal tonality? Well, it’s obviously the tone of your voice.
But it’s really a lot more than that. Just by injecting the right emotion into your voice, you can drastically change the entire context and meaning of what you’re saying. You can have a commanding tone. Your tone can be fearful. Or angry. Happy. Or sad.
One of my favorite tonalities to use is one of curiosity. It’s so FUN to use a ‘curious’ tone when talking with someone – especially in a sales situation, because it really engages the listener and activates some really cool psychology. Try it!
Here’s a little pro tip, combined with a mini script that gets great results in real estate investing. The next time you’re talking with a seller about the possibility of doing a terms deal, say this next line with a curious tone when you want to introduce your objective: “What if there was a way that we could…” (then state what you want to do)
Look In The Mirror To Check Your Inflection
The next technique is vocal inflection. That’s where we change the pitch or tone of our voice in order to emphasize certain words to stress their importance. It’s easy to do when writing – just italicize a word. Or put it in ALL capitals. Or make the word you want to stand out in bold.
But when we’re talking, it’s important to occasionally emphasize a certain word in your sentence in order to not only get your main point across, but also to vary the tone of what you’re saying so that it’s more engaging to the listener.
For example, say this sentence out loud: “Bob thinks he’s a genius.” See how we emphasize the word ‘thinks?’ Now say the same sentence, but emphasize the word ‘genius.’ And one more time, but now emphasize ‘Bob,’ or ‘he’s.’
Now ask it as a question! See? Totally different meaning every time!
How SLOW Do You Go?
Next, let’s talk about CADENCE. This is the speed at which you talk. Do you talk at the SAME speed all the time? Or do you occasionally speed it up & slow it down?
A good example of when someone might slow down what they’re saying is when giving instructions to someone else. We slow down because we want to make sure that we…are…completely… understood. We usually slow down for emphasis on important ideas, and speed up on most other things.
Most of us never ever even think about these subtle little conversational nuances, let alone use them in our everyday conversations. And most people just take how they talk and communicate for granted every day. But once you understand these little secrets, you’ll quickly start to see why some people are pleasant and effective communicators, while the rest…? Not so much.
Loud & Proud? Or Quiet As a Mouse?
Finally, let’s talk about VOLUME. Sometimes, you have to scream and shout to stand out, no doubt! Other times, the best thing you can do is barely whisper your ideas. Which is more powerful? It depends! There’s a time and place for each of those.
But I’ll give you something to consider. If you really want to draw someone in and get their interest, try lowering your voice so that they can barely hear you. Then tell them something important and interesting. I can almost guarantee that you’ll have their full attention – especially if you sprinkle in the right emotion & tone in there! #Powerful
Before we go any further, I should point out something important: These ‘powers’ can be used for good or for evil. Should you become interested in learning more, then eventually commit yourself to mastering this craft, you’ll be able to understand how people use their voice to influence other people by speaking directly to their subconscious mind. This is the part of our brain that determines how we feel, think, and act about things – without even realizing it!
But for now, just be aware. Start by listening for how the actors talk when you watch a movie. Or listen to a news reporter (they’re especially evil these days!) if you have to. Just stay away from CNN!
HOW you use your voice will have a LOT to do with how successful you’ll be. So if you really want to have success, and part of that relies on speaking with anyone, you’re going to need to master these skills the best you can. And one of the best ways to do that is to model the most successful communicators. Especially salespeople. Sell or be sold. That’s your choice.
Now That You Know…
And now that you know how the game is played, you finally have the power to choose which side you’ll be on – The boring old way most people talk, or the fun, new way that gets results. Choose wisely, my friend.
So there you have it! When you use the right words and combine them with great vocal tonality and inflection, and then infuse the right emotion, you’ll have the raw tools needed for some incredibly dynamic and powerful communication. Using these techniques properly, you’ll be able to influence just about anybody you talk to – often without them even knowing what you’re doing. Yes, this can be used for dealing with anyone from sellers, buyers, and bankers to brothers, mothers, your kids, etc.
The bottom line is that you’ll be able to get BETTER results – easier and faster than you ever thought possible. This means more money with less work & effort.
The icing on the cake is that this is super FUN, too!!
Please use these new ‘super powers’ responsibly. For good. Because if you don’t, you’ll have to listen to Ben Stein teach you all about ‘voodoo economics,’ and that’s just not sexy at all. Bueller? Bueller?
Until Next Time,
Oh, and if you haven’t already done so, please Read Part One of This Article, “The Words We Use“
Copyright 2019 Tony Pearl | YourRealEstateCourse.com | All Rights Reserved
STOP What You’re Doing and Read This. I Promise That it’s Worth it.
You have more power in you than you know. Right now, you have the ability to change someone’s life, starting with your own. And starting now – in this moment – you’re about to learn some secrets that can produce powerful results for you.
The “Big Secret” is this: The words you choose to use every day are vitally important. To you and everyone around you.
Words have power. They have the power to uplift. They have the ability to motivate, to inspire, to elicit emotion. Words can make someone laugh, cry, or smile.
For example: A horse walks into a bar. The bartender says…
“Hey buddy… Why the long face?” LOL
See? Of course, words can also make you roll your eyes at a horrible joke like that!
But just the opposite is true. Words can also make someone angry, feel insulted, or motivate someone to do something bad.
“Handle them carefully, for words have more power than atom bombs”
There are a few things that factor into how words are used. The first thing that comes to mind is: Intention.
What do you intend to say with your words? What feeling would you like to elicit from the listener or reader? What action would you like them to take when you’re done? Are your intentions good, bad, or indifferent? It’s amazing how few people take that into consideration before communicating, just as it’s amazing how many people seem to talk just to hear themselves talk, as if they think they’re getting paid by the word!
Most engineers know that awareness of a problem is half the solution. So how do we know if we even have an issue with our communication? Simple. How do people react to what you say? Are they bored? Are they adversarial? Do you make people angry or uncooperative? Or do you inspire people and make them happy to be around you and want to work with you?
Here’s a real estate example: When you’re talking to a seller, do they usually answer your questions? Or question you? Do most sellers tell you how much they still owe on their existing loan or do they resist by telling you it’s none of your damn business?
If they usually don’t want to answer, it could either be because they’re just not motivated, or it could be because you’re not asking in a way that makes them feel comfortable enough to answer you accurately.
It could very well be the words you’re using or how you’re asking them.
Consider the situation and nature of the conversation you’re having with someone. If you’re talking with someone who’s skeptical, suspicious, or just doesn’t trust you yet, it should go without saying that if you’re not able to put them at ease and feel comfortable discussing things with you, you’re just not going to get very far with that person at all!
So how do we begin to help someone open up and begin to trust us? How do we bridge that gap of communication? By taking small steps. By speaking the truth, and by using the right words that help our cause.
Here are some examples of the type of language needed in situations like that…
If someone is resisting you, you’ve first got to use words that acknowledge that you can relate to them and their situation and that you’re not judging them. Meet that person at the place/level where they are before you take them to where you want to go.
Words that are best for this include “I appreciate and…” or “I respect and…” or “I agree and…” For example, “I respect you for bringing that up and…” or “I can appreciate that this has been challenging for you and your family, and…”
(Notice the use of the word “AND” rather than “BUT”)
When you use this type of language, you will break down the walls of resistance, because the person with whom you’re communicating will feel understood and respected, and will therefore want to starting working with you, rather than against you.
In other words…
“Seek First to Understand, Then to Be Understood.”
By the way, the exact same ideas & language works with the people with whom we already have relationships (or want to have relationships with) as it does in business!
Now that you know about how important the words we use are in our everyday personal and professional lives, you’re partway there to becoming an extremely effective communicator, master influencer, and more dynamically powerful individual!
But wait…there’s more! Because just important as words are, it’s even more important HOW we use them! So be sure to read my next article, when we take things to the next level and learn some real ninja communication tactics as we discuss HOW we use these words!
Until Next Time,
Copyright 2019 Tony Pearl | YourRealEstateCourse.com | All Rights Reserved