Category Archives for "Psychology"

Let Me Show You Something

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,

Tony Pearl

 


 

  • December 14, 2019

Motivation Part 6-The Wake Up Call

“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,

Tony Pearl

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

Practice Makes Perfect

“Practice Makes Perfect.
So Practice THIS To Do More Deals, Easier & Faster”

by Tony Pearl


    A guy on the street in New York City walks up to another guy and asks, “Hey Buddy! How do you get to Carnegie Hall?”

    “Practice, practice, practice!” the second guy replies.
An old joke, but there’s some truth in there… 

    In this article, you’re going to learn the best and fastest way to master the single MOST important skill you MUST possess if you ever want to make any real money in creative residential real estate investing.

    What is this magic skill? Mastering the Phone! An easy enough concept, yet so many people seem to have huge issues with it. If that’s YOU, and you’d like to fix it, then keep reading…

The Number One Problem Most New Investors Have

    As a real estate mentor, I hear things like this ALL the time from students who share what their biggest fear & frustration is when it comes to talking with sellers: “I don’t know what to say,” “I’m not sure how to answer their questions,” “I don’t want to mess up a possible deal,” “what do I do if…?” and on and on.

    These fears & concerns are totally understandable, of course. If you don’t know how to handle those situations, if you don’t know WHAT to SAY or HOW to SAY it, you’re naturally going to have a hard time talking with sellers. And this business will be difficult.

    Ron LeGrand recently shared something interesting with us Mentors. After talking with many Masters students, he found a common thread among those who are not having success early in their programs. What was that common thread? 

The Biggest Mistake Most New Terms Investors Make

    The biggest, most common mistake that most new investors make is they don’t take the time to PRACTICE their new craft. They don’t practice the art of TALKING to sellers in a way that will help them learn to get good on the phone. 

    Since they don’t practice, they don’t feel comfortable. Since they don’t feel comfortable, they don’t DO anything when it comes time to take action and make those closing calls. No closing calls made equals NO deals. And no deals equals no money!  That’s not good. But don’t worry, because we have the solution…

The Fastest & Easiest Way to Get Good At This

    Just like that bad joke at the beginning of this article, if you want to get to where you want to go, the KEY is to practice your art. In this case, if you want to master the essential SKILL of talking with sellers (or buyers, private lenders, or ANYONE for that matter), you’ll need to practice WHAT you’re going to say when you talk with them.

    Only by consistently practicing this in the right way will you possibly gain the confidence you need to get good at this.  But HOW? How do you practice this stuff?
The answer is so simple it might shock you…

How to Practice

    So here’s what you do: Grab the SCRIPTS you need. Use Ron’s scripts from his manuals or use the Wolff’s scripts if you prefer. I use my own scripts that I created for myself & my business, and one day you’ll do the same. Over time, you’ll get your own rhythm & style, but if you’re just starting out, use the stuff that’s already proven to work.

    Of course, since you’re a member here on this site, you already have access to the scripts I’ve created for your use!  Want to get the Lead Sheet filled out? Use the LEAD Script. Ready to do a Closing Call? Use the Closing Call Script!

    Now get a partner who will help you practice. This could be your spouse, business partner, son/daughter, or friend. Doesn’t much matter. You could have them sit at the same table as you or in another room. Or they could be on the other end of the phone.

    Here’s what you’re going to do: You’re going to ROLE PLAY with each other!  One of you will be the seller, and the other one will be the investor. Each person should have a copy of the same Lead/P.I. Sheet, so that you’re both on the same page (pun intended).  You’ll want to use both “Yes” and “No” responses for the Lead Sheets for your role plays.

    The “investor” will also definitely want to have the “No” script as well as the “Million Dollar” script in front of them. NOTE: You’re guided through this process in the Closing Call script on this site. 

    Now just practice making that call! Literally say, “Ring, ring…!” until the “seller” says “Hello?” and act like you’re making a real phone call. Yes, it may feel a little silly or awkward the first couple of times you do it, but you’ll quickly get to the point where it’s comfortable… Just like you’ll quickly get more comfortable with each and every step you take and every call you make! 

    Have real conversations here. Have the “seller” ask the actual questions a real seller would ask. Act like they just want to sell for cash, or act like they don’t understand, or ask ‘why do you need the mortgage information?’ 

    You know…the usual, typical stuff that an actual seller would say on these calls. And practice how you would handle this, over and over.  

TIP: Lean on the scripts to help you out until you’re totally comfortable doing this.

    Remember that it’s a process and it will take a little bit of time to gain the confidence you want & need in order to truly master this skill. But it is so, SO worth it, as you’ll quickly discover.  But even then, you’re still missing something

Essential “Secret Sauce” Tip You MUST Use:

    Listen, even if you practice ‘till the cows come home, you’re doing yourself a HUGE disservice if you don’t do this ONE crucial thing:
You MUST RECORD YOUR PRACTICE CALLS, as well as your REAL calls!!

    WHY is this SO important? Because when you HEAR yourself on these recordings, you’re giving yourself the much-needed audio FEEDBACK to hear all the “ummms” and “aahhhhs” you say that you didn’t even realize. You’ll hear the missed opportunities and subtext of what the seller is saying – how they’re giving you the vital information you need to know to sell them on this opportunity, but you missed it because you were focused on what to say next instead of what they were saying.

    It’s so vital that I’ll say it again: If you’re not recording yourself and these practice conversations, you’re really shooting yourself in the foot. So make sure you record them!

    After you’ve made a few of these practice calls, go ahead and LISTEN to your recordings. Be sure to TAKE NOTES on where you can improve. I’ve included a list of the Ten Most Common Mistakes you might make when talking with sellers in this article. Listen for where you might be making those mistakes as you look at that list.

How To Record Yourself & Your Calls

    You should already have the tool you need to succeed: Your smartphone. To record yourself talking/practicing with someone in the same room as you, just open the Voice Recorder app on your phone. It comes built-in with your phone. If you have an Android, it’s probably called ‘Voice Recorder,’ and if you have an iPhone, it’s called “Voice Memos.” Just do a search to find it if you need to. It should be there. And if it’s not, you can always install one for free in the Play or App Store.

    To record your calls, you’ll need a different solution. If you have an Android (like me!), then it’s easy. Just go to the Play Store, search for & install an app called “Call Recorder.” If you have an iPhone, it’s not as easy. But I suggest you check out using the Vonage app. Also – be sure to be aware of the laws in your state regarding one or two party knowledge on recording calls. 

The Final Secret

    The final secret isn’t really a secret so much as it is common sense: You MUST keep practicing those calls in this manner until you have mastered this skill! Just get started and keep going until you’ve ‘got’ it and you know it. Clap your hands.

    Will you make mistakes? Of course! Will you potentially lose some deals along the way? Absolutely! But guess what? Every mistake you make will teach you what NOT to do. Every missed opportunity will SAVE you from missing out on the next HUNDRED opportunities you’ll know what to do with the next time you face a similar situation. As long as you continue PRACTICING this stuff, you’ll continue to improve on it.

Current MENTOR Student? Then You Have THIS Bonus!

    If you’re a current, active Mentor Student of mine, I have some GREAT news for you! Did you know that we’ve recently added a new feature where you can get 2 professional call CRITIQUES from your Mentor (that’s me!)? 

    To take advantage of this, here’s what to do: Start practicing NOW. Record yourself & your calls. After you’ve made several calls to sellers, pick the call you think is your BEST, and send that recording to me. I’ll review it for you & give you a critique on what and how you did – both the good and the stuff you can improve. Please try to keep the call you send as brief as possible – less than 5-10 minutes is preferred.

    When you get the critique back, you’ll want to start implementing the suggestions right away. After you’ve improved even more, you can do this once again to get one more critique from your mentor. This is a very valuable feature that’ll help you if you use it.

    Yes, you get up to TWO calls. Please, no more than that. Reviewing & critiquing these calls actually takes me a long time. Imagine if I had to go through countless long calls from countless people. I’d never get anything done. Besides, our goal here is to show you how you can improve on your own, with the proper guidance. Ok?

Want a Top 10 List?

    For your convenience, here is a list of the TOP 10 MISTAKES most people make when they talk to sellers. 

The Top 10 Mistakes When Calling Sellers:

  • You talk too much. Get to the point and ask questions.
  • You get off script & get lost. See #1.
  • You’re teaching. Stop that. They didn’t pay you for a seminar.
  • You’re begging. The kiss of death. Get familiar with the benefits we offer.
  • You sound like you’re reading a script. Practice reading to sound natural.
  • You don’t get “The Big 3” questions answered: Price, down payment, monthly.
  • You speak too softly. Stand UP, speak up! 
  • You feel intimidated. See #7. Practice. Fake it ‘till you make it if you must.
  • You can’t answer the seller’s questions. Answer a question with a question.
  • Your accent is too hard to understand. Improve it or hire someone if you must.

TIP: As you listen to your recordings, see/hear if you’re doing any of these. You will, and it will be very clear when you do. So be aware of this, then take steps to prevent it on your next batch of calls.

Looking Into My Crystal Ball…

    As I gaze into my crystal ball, I have a bold prediction for you. I predict that if you DON’T heed the advice here and use it right away, you’ll just keep getting exactly what you’ve been getting. If you’re happy with that, great! If not, you should already know what you need to do…

    On the other hand, I also predict that if you TAKE ACTION on what you learned in this valuable article, you’ll QUICKLY gain massive confidence as you master the skill of talking to sellers (and other people) on the phone. You’ll know what to SAY and how to say it in order to maintain control of the call.  You’ll quickly prescreen out the time-wasters. You’ll keep your prospects curious and interested in your solutions.
And you’ll suddenly find yourself doing deals & making money.

    And just like that wisecracking New Yorker on the street, you’ll quickly find yourself where you want to be when you practice, practice, PRACTICE!

 

Until Next Time,
Tony Pearl

UPDATE: Ron LeGrand has read this article and liked it SO much that he’s decided to make it a permanent part of the new upcoming Quick Start Boot Camp Manuals! So look for it there the next time you attend that event. 🙂


Copyright 2019 Tony Pearl | All Rights Reserved

 

BIO: Tony Pearl is a writer, speaker, copywriter, coach, mentor, marketer, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD who specializes in adding massive value to people’s lives by helping them overcome limiting beliefs, have more fun, and make more money while improving lifestyles through improving communication and investing in real estate!  

 

How To Get Anything You Want From Life

“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.”
-Me

    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,

Tony Pearl

 

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.

  • September 20, 2019

Having FUN While Getting It Done!


    Every week, I have the pleasure of mentoring some wonderful people who are in the process of mastering the art of real estate investing. We work on the basics of marketing, making offers, talking to sellers & buyers, deal structuring, how to write up contracts, etc.

    Once the essential elements and techniques are understood, a game plan has been developed, and the student knows WHAT to do & HOW to do it, the only thing left to do at that point is to…TAKE ACTION!

    And this is often where the problems occur. Taking action. Why is that part so hard for so many people? 

    Could it be that we’re afraid of the unknown? Or maybe because we think that we have to give up something we hold dear in order to be successful? Or perhaps it’s the fear of success itself that holds so many people back?

    Whatever the case, I’ve noticed that it’s a real issue that truly stands in the way of potentially massive, life-changing experiences and success.

    I think that one of the things that stops people from taking action is that they think they’re going to not be able to have fun anymore – or that the actions they need to take are not fun in and of themselves. Now that makes sense to me.  Not because the actions they need to take aren’t fun (we’ll get to that in a minute), but because most people think these new income-producing activities aren’t fun.

     So if you look at it that way, it makes sense, right? I mean, who wants to take on a new activity if they think it’s going to be painful? (unless you’re into that kind of thing lol)

    Does that describe anyone you know? Maybe even someone you see when you look in the mirror? Do you think that the actions you need to take to be successful are going to suck or not be fun at all?

     If that IS you, great! I have some wonderful news & some new strategies for you in this article, so keep reading!  If that’s not you – if that’s not the reason you’re not taking action to reach your goals, sorry – we’ll have to get to that some other time.

     In this article, we’re going to look a little closer at one of the most common activities that holds most people back: Picking up the phone and talking to SELLERS (or other people)! For some strange reason, a lot of people have challenges with this. They get all excited to do what needs to be done, then right before they need to pick up the phone, they get cold feet. All of a sudden, the phone looks like a 1,000-pound CACTUS!  So how do we fix that?

The Secret to Making Calls Fun!

    This is a LOT easier than you might think. First of all, let’s get your mindset straight, ok? The problem is that most people think that they either have to know everything before they call or that they’re afraid of the possibility of looking stupid. You don’t and you won’t, so don’t worry. Or if you do, so what? Just cross that name of your list & keep going!

    The next part of having the proper mindset when making those phone calls is this – I’ll put it into ONE sentence for simplicity:
Have FUN making a new friend, asking questions, and probing for flexibility with what you can do for them.

     Whether you’re cold calling someone for the first time, contacting them after they’ve been prescreened by your VA, or following up with them after a previous call, your role is actually quite simple. All you’re looking to do is simply see if this person is going to be a good fit for you to work together. Can they benefit from what you have to offer? Are they in the right position to receive your message? Are they at least curious about what you can do? If so, great! Keep talking to them. If not, move on.

Ninja Tip: Have a SCRIPT or STRUCTURE for the Call in Front of You.

You should definitely have a proven script to follow in front of you before each and every call. That way, you won’t have to guess or “wing it” when you talk. With this tool, you’ll be confident, feel more at ease, and drastically minimize your chances of screwing things up because you’ll have the layout of what’s needed right in front of you.

How Can a Simple, Cheap Kitchen Tool Help You Be More Efficient?

    Here’s a little GAME you can play when you’re making calls. This makes it more fun…

    Do this: Go on Amazon & order yourself a cheap little 3-Minute Egg Timer – the kind that has the sand in the hourglass. On every call, as soon as the person (seller) picks up, flip that sucker over so that the sand starts to run down. Make it your MISSION to find out if this person is even a POSSIBILITY to do business with, or if they’re just going to waste your time before the sand runs out.

    You’ve got to get GOOD at finding this out as quickly as possible. That’s an essential skill, because NO ONE will suck the life out of you more than someone who’s not motivated, a pain in the backside, or ONLY wants all cash & full retail price. Once you find out that this is the case for them, immediately and politely get off the phone & call the next one on your list.

A VERY Common Problem (You are Not Alone)

    It seems like there are a lot of people who are having a really hard time taking the action they need to take in order to have success.  Based on my experience & observations, I theorized that a big reason for this is not just because of the inherent fears that people have, but also because many people seem to believe that the actions they need to take are going to be painful, or at the very least – not fun.

    So if one of your biggest challenges is talking on the phone with sellers and other people, the first thing that needs to happen is to change your mindset before you even begin to make your calls.

    Relax…I’ve got you covered! Right now, we’re going to finish up by learning some cool new tips on how to make taking the actions that you know you should be taking a lot more FUN! Ready? Ok, here we go…

Tip #1: Develop THICK SKIN

    Psst!  Come here…I have a little secret to share with you! Are you listening? Ok… Guess what? If you want to have SUCCESS in life/business, you’re going to face REJECTION…Constantly! Sorry, that’s the truth. Are you surprised? Guess what else?

    GET OVER IT!!!  I’ll give you 20 seconds, then move on. Got it? Good!

     Seriously, what’s more important: That other person’s crap? Or your dreams, which will help your family, your community, and yourself? I think we know the answer.

Tip #2: Put On Your Big Boy (or Girl) Pants

     That’s right. “If you want to run with the big dogs and pee in the tall grass, you’ve got to get off the porch.”  Enough said.

Tip #3: Visualize Everything Working Out Perfectly 

    Have you ever stopped to think of what you imagine will happen with something before you even begin? One day not long ago, I did, and it shocked me to realize that I was sabotaging myself! How? Because I suddenly recognized that I was telling myself a bunch of stupid crap like, “Oh, they won’t be interested in that,” or “they won’t like what I have to say,” or “they probably won’t even pick up the phone when I call.”

    The MOMENT I realized what was going on, I PUNCHED myself in the FACE! That’s called a ‘pattern interrupt,’ boys & girls! And if you’re subconsciously or consciously visualizing a negative outcome, CUT IT OUT – IMMEDIATELY!  You’ve got to reprogram yourself to expect a positive outcome, no matter what. There’s something creepily cool that happens when you do this – you send out this positive vibe, and people pick up on it. Don’t believe me? Ok – Try it & see for yourself. Prepare to be amazed. IT WORKS!

Tip #4: Make Everything a GAME!

    “Hey, want to play a game?!” Quick, what’s the first thing you think of when I ask you that question? Chances are, you’re curious about what it is, and you’re most likely instantly more receptive to having FUN, right? Exactly. 

    And that’s exactly what you should do when you have stuff to do that has to get done – make it FUN by making it a GAME! 

    For example, if you have 10 calls to make, make it a game by first estimating how long it will take to make all those calls, then see how close you came to your actual estimate when you’re all done.

    Or challenge yourself to see how fast & accurately you can fill out an offer contract… or write a follow up email.

    Like that? Ok, there’s one more in the next tip…

Tip #5: Develop a Great Sense of HUMOR!

     Stop taking everything so freaking seriously. Life is short. Enjoy it. Yes, this includes finding or creating reasons to LAUGH – EVERY single day! Those are Doctor Tony’s orders.  So look for stuff that you can laugh about. Learn some jokes. Watch the 3 Stooges, or even a political campaign commercial. Those things are hilarious! (Just stay the heck away from CNN) 

    Whenever you’re talking with a prospect, make it a little personal game/challenge to find out how quickly in the conversation you can get them to laugh at something! There’s real magic in humor. It eases the tension, relaxes barriers, and opens the lines of communication to flow a lot more freely. Plus, it just makes everything much more FUN!  If you do this more often, I can practically guarantee you’ll have better results. Side benefits include laughing all the way to the bank. 😉

    Listen, we’re all human beings. And we like to have FUN when we do stuff. If it’s not fun, why do it at all, right? Right. And that’s probably the reason why most people don’t do stuff – because they don’t see it as fun. They see it as boring; painful; difficult; or just sucking overall.  And who likes doing that kind of stuff? But when you find/create a way to make doing those sucky things actually fun, you’re much more likely to get it done. Make sense? 

    As the late, great Dr. Wayne Dyer said, “When you change the way you look at things, the things you look at change.” Right on, Wayne!

    So now you know some of the secrets on how to make taking action more FUN. Please put these tips into use as often as possible, and you’re surely going to have more success, make more money, and be a much happier & healthier person in the process.

    Plus, you’ll be a lot nicer to be around… even when you’re alone. 😉

 

Until Next Time,

Tony Pearl

 

  • August 29, 2019

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

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

These updates will cover a few things, including:

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

Ready? Let’s go…

  1. New Updates to Our Website!

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

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

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

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

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

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

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

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

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

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

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

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

2. The Market

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

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

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

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

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

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

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

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

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

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

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

Next, here is Ron’s reply:

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

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

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

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

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

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

 

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

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

4. Technology

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

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

Here’s a Few More Tech Tips For You:

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

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

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

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

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

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

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

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

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

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

Talk to you soon,

Tony Pearl

 

No Means No…For Now!

No Means No-For Now!

“No Means No…For Now!
by Tony Pearl


Want to LISTEN to me READ this article to you? Use this audio player…


    Don’t get offended…

This article has nothing to do with #MeToo or anything like that.

    With that out of the way, let me ask you a question…

    Have you ever been turned down when you ask someone if they want something now, only to have them come back and ask if they can still get that something later?

    Put another way: Have you ever offered something to someone & they refused you at first, but then they come back later & asked if your offer was still good? Huh?

    I used to have a buddy back in college, and every time we’d go out to eat, I’d offer him a bite of my meal, as a good friend does. He’d always refuse at first, but sure enough – 5 minutes later, he’d ask me if he could try what I was eating. Every. Single. Time!

    Human nature can be crazy sometimes. Many people seem to have some sort of internal programming that runs them and their actions. This programming tells them what to say, do, think, act, and how to behave. (Think “I identify as…”)

    Many times, their programming makes them refuse an offer the first time they hear or see it – especially if it comes from an unfamiliar source. And especially if that offer is communicated in a way that confuses them, because a confused mind says “no.”
We’ll stick with the classic definition of “confused” for now.

    For example, let’s say you offer a seller the opportunity to sell their house to you with owner financing. You try to explain that they’ll save agent’s commissions, not have to pay closing costs, and have a much faster & easier way to sell their house. But if they’re confused, they’ll say no. If their programming is overwhelmed, they’ll just say “no, not interested” – automatically!

 

No Means No-For Now!    But are they truly saying “No” forever? Or just in the moment? I don’t know. Do you? No, of course not! How could we possibly know that?  Exactly! We can’t.

     So what’s the key here? Two words: Follow Up! (Or, as we like to say, “F.U.”)

Remember that the majority of business you do will come from following up with your prospects, and everyone’s minds will change with time and circumstance.

 

    For example, let’s say you talk to a seller one day, and he just decided to put his house up for sale. He still has the mindset that all he has to do is put up a couple of ‘For Sale’ signs in the front yard, and people will start knocking on his door & try to throw money at him to buy his house. He wants to sell his house for full price, all cash – and believes he’ll easily be able to do just that.

     When you talk with him and get all the information you need, you bring up the possibility of him selling his beautiful house on terms – taking payments for a little while.  What do you think his natural reaction is going to be? Exactly! He’s probably going to tell you to go pound sand. Hopefully in a polite way, of course.

     So what do you do? Hang up the phone & cry? Tell yourself that this business doesn’t work? Convince yourself that this individual is a representation of every seller there is?  Hopefully not! If your skin is that thin, this is probably the wrong business for you.
And if that’s the case, I have some well-worn advice for you: Don’t quit your day job.

     Now let’s fast forward a few weeks. Let’s say that this particular seller has now had his house out there on the open market for a little while. He’s gotten a ton of phone calls… most of which are from real estate agents telling the seller why he should list his house with them because they’re so wonderful and they can get him a million dollars more than the meager price he’s asking.  The rest of the calls he’s gotten are from looky-loos who are just kicking tires.

     Maybe he’s even gotten a few people to stop by the house and act interested, only to never be heard from again. Or just curious neighbors, wanting to compare houses & munch on some free cookies.

     After a few weeks of this, he’s getting tired of the constant games. The stupid calls. People wasting his time and tracking dirt in his kitchen.

     Just when he’s about to give up and give in by listing the house with an agent (which 90%+ of For Sale By Owner sellers wind up doing), he gets another call… from you! 

     When you call, you remind him of your previous conversation & ask him “You must have sold your house by now, right?!”  He remembers you, then sheepishly admits that he hasn’t sold it yet. Then you act surprised and ask him why not? Such a beautiful house like that should have sold quickly, right? So what’s the problem here?

     And now we’re on a whole new playing field! Now the possibility of doing a terms deal is dramatically increased in your favor…simply because you were organized, persistent, and followed up with him.

 How Many Deals Is Your Lack Of Organization Costing You?

     As I’ve written in previous articles, you NEED a simple system of follow up. I honestly don’t care what it is. It could be anything from a pad of paper to a spreadsheet to a full-blown CRM. Doesn’t matter… EXCEPT: It has to be something that works for YOU.

     Most people are not too technically-oriented. If that’s you, then just go low-tech by getting a notebook and take notes in there for every seller you talk to. It’s better than nothing, and a heck of a lot better than relying on your memory!

     If you know how to set up a spreadsheet, just use one of those. Could be Microsoft Excel – or my favorite (FREE) way: Google Sheets. I love the latter, because you can access it from anywhere, anytime – as long as you have a device (smartphone, PC, laptop, tablet, etc.) and an internet connection.

     My mentor students are provided with a fantastic spreadsheet template – on both Excel and Google Sheets. It has everything you need, and those students who use it love it. Shoot, I even provide a nice tutorial video on how to use it, so there’s no excuse.

Business is a Numbers Game

     Many years ago, baseball legend Babe Ruth was known as the Home Run King because of all the home runs he’d smack out of the ballpark. But he was also the strikeout king. More than once, he was given crap by his teammates when he’d strike out, then smile a huge smile when he’d jog back to the dugout.

     “Why are you smiling? You just struck out again!” they’d say.

     His reply was classic: “Yeah, but that just means I’m one more at-bat (attempt) away from my next home run!”

     The Babe knew that baseball was a numbers game. Guess what? So is business. And you’d better bet that this business is a numbers game, too! That means that you MUST get your at-bats – the number of attempts to have success – UP, if you want to have success.  

 The Big Take-Away Here

     If you truly want to have success, you’ve got to talk to more people, more often.

You’ve got to be organized with your conversations, so that you can FOLLOW UP with the people who told you ‘No’ or ‘Maybe’ the first time or two you talked with them.

     And above all, DON’T EVER…EVER GIVE UP! (It’s not allowed here)

     When you think about it, business is actually a lot like dating. You might be interested in someone, then get up the nerve to ask them out. Sure, they might tell you ‘No’ at first for a million different reasons, and most of them have nothing to do with you. But if you’re persistent and sincere, you just might find that the ‘no’ you hear today will often turn out to be a ‘yes’ tomorrow!

     To put it another way: “NO” doesn’t always mean “No.”  Many times, it just means, “No… for NOW.”

     Just be sure to be respectful & get consent. You don’t want to become another #MeToo statistic!
Yes, that was a joke. Don’t get offended.  😉

     And don’t even get me started on how “F.U.” really means “Follow Up!”

 

 

Until Next Time,

Tony Pearl

Let me know what you think!  LEAVE A COMMENT BELOW…

 

Copyright 2019 Tony Pearl | All Rights Reserved

 

 

BIO: Tony Pearl is a writer, speaker, copywriter, coach, mentor, marketer, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD who specializes in adding massive value to people’s lives by helping them overcome limiting beliefs, have more fun, and make more money while improving lifestyles through investing in real estate!  

 

 

Motivation Part 4- Stop Wasting Your Life!

“Stop Wasting Your Life”

    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!

 

-Tony Pearl

 

  • June 26, 2019

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

 

 

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