Category Archives for "Real Estate Investing"

It’s the Zombievirus Apocalypse! Buy Toilet Paper.

“It’s The Zombievirus Apocalypse! Buy Toilet Paper,”
by Tony Pearl


    It all happened so fast…

    One day, everything is fine. People are working & we’re all living our lives as usual. The stock market is soaring. Jobs are high and unemployment is low. Then, seemingly overnight, the dominos begin falling. People start getting sick because of this mysterious new virus from China. Travel bans are put in place. Schools, businesses, restaurants, bars, gyms, libraries, and basically everything start closing. The government encourages everyone to stay & work from home, and a new buzzword is born: “Social Distancing.”

    The economy tanks, and people start buying…toilet paper???
If someone can please explain that to me, I’m all ears.

    While I completely understand that we need to exercise caution when needed, it seems like things have gotten completely crazy & the world has gone mad. March 2020 will forever be known as the time when #CancelCulture went HORRIBLY wrong.

“Never Underestimate the Stupidity of Mass Psychology.”

    Here’s an example of how dumb some people get when they panic: I’ve heard stories about people who are so stupid “mentally challenged” that they stopped buying/drinking Corona Beer. Why? Because they’re afraid of catching the Coronavirus! (face palm)
Just more proof that when emotions run high, intelligence runs low.

    So what should we do now, in the age of this pandemic shutdown and economic uncertainty?  Well, the first thing we shouldn’t do is panic. We’ll get better, eventually. In fact, I’m sure we’ll bounce back even stronger than ever at some point, and hopefully soon. Time will tell.

“Every Crisis Comes With An Equal or Greater Amount of Opportunity”

    How true. So look at this time as an opportunity. An opportunity to spend some quality time with your family & loved ones (who aren’t sick). Read some books. Binge a couple movies you’ve been meaning to see. Write something. Call some old friends to check up and catch up.  Plan your next moves. Write your goals & get started.

     Now that almost everyone has to work from home, I’ll predict that a lot will change going forward. More people will quickly recognize how easy and awesome it is to use technology to accomplish more from home than they do at work… If they don’t go crazy first!

    So what should we do when no one can go to work or even leave the house? We reach out to them! We make more calls. We send out more text messages. If you’re talking to sellers who claim to want full price, all cash, great! Add them to the list and FOLLOW UP with them in 2-3 weeks, when the sky really starts falling. See how they feel then. Is it possible that they just might be a little more open-minded at that point? Remember that everyone’s mind will change with time and circumstance. And my oh my do we find ourselves in some crazy circumstances now, don’t we?

    When there’s blood in the streets and chaos is running rampant is when the best opportunities will be available. Look at every chaotic time in our history, and you’ll easily see people who made their fortunes then. Why can’t that be YOU?

    The last crash we had hurt a lot of people, but it also created tremendous wealth for those who were ready. Those who had cash were able to buy at huge discounts. Those who were creative were able to make deals when everyone else was wondering what to do.

The Next Wave is Coming. Get Ready.

    It’s sad to say, but the poop may be about to hit the fan. Grab your toilet paper and get ready, because this stupid virus has just provided us with the next wave of opportunity. People are already losing their jobs, and it’s probably going to get a lot worse before it starts getting better for a lot of fine folks. Many home sellers who really need to sell their houses suddenly won’t just be able to lazily list their house with an agent and sit back anymore while people fight to pay them too much money. Oh darn. 

    Where will the opportunities be in real estate? Probably: Buying subject to, buying for cash at the crash, and doing lease option deals. So GET READY!

    So that means that you should be able to buy more houses and do more deals, because the motivation levels will start climbing. So sharpen up your subject-to, your wraparound mortgage, and definitely your lease optioning skills. Because if things get as bad as they’re predicted to get, you’re going to need them. 

Now Is The Time…

    IF the economy continues its downward spiral. IF the fear and panic continue to spread the way it has been. And IF more people lose their jobs because of how things are going, then I believe we’re going to see the perfect storm unlike anything we’ve seen before. 

    Here’s what could possibly happen: House prices will start to stagnate, then quickly begin falling. People will start getting behind on their payments, and become more desperate to sell. All those hoity-toity sellers who want all cash today may just become the motivated sellers who are open to taking payments tomorrow when their houses still aren’t selling. Banks may start tightening things, because they may get scared that people aren’t able to pay. And more people who want to buy a house may instead have to look at renting or renting to own!

    So again – start getting busy TODAY. Start making those calls & sending out those texts TODAY so that you can have a brief conversation to get yourself on their radar, and FOLLOW UP (aka “F.U.”) within a week or two or three. Ok?

Leverage Technology to Make More Offers

    When times get tough, the ones who survive and thrive are the ones who get creative. If people are scared to go out, why not use technology to pump out more offers? For instance, have you heard of Docusign or Hellosign? These are powerful platforms where you can upload a Standard Purchase & Sales Agreement, edit the parts you want, and indicate the areas where you need people to sign. Then you simply email it out and get your prospects to sign the agreement right there from the comfort of their computer!

    All you need to get a deal going is a signed Purchase & Sales Agreement or Lease Option Agreement, and those are totally fine to have digitally signed. You don’t even need to see the stinkin’ house! TIP: After you get an agreement signed, you’ll want to do your due diligence, and get someone to take fresh pictures of the house. 

    Of course, we also have to look at the possibility that this whole thing could blow over quickly, everything starts reopening, and we continue on as if nothing ever happened. You never know!

Now For Some Laughs…

All right. Let’s take a little break from all this serious & scary Zombievirus talk and have a few laughs together, shall we?  Here’s a few funny things for you to consider:

  • At open houses, Realtors are asking prospective buyers, “can you imagine yourself being quarantined here?”
  • Some people are putting on Hazmat suits to go grocery shopping.
  • Possible theory on why so many people are buying toilet paper: Because when someone sneezes, everyone around them craps their pants!
  • In other news, Chuck Norris was exposed to the Coronavirus… Now the Coronavirus is in quarantine for 14 days!
  • Houses that have been toilet papered are now selling for $5,000 more! 🙂
  • I’m thinking about testing this headline for running ads: “Get a FREE Pack of Toilet Paper When You Sell Me Your House.”  Think it will work? 

Wrapping It Up

    All kidding aside, I hope you, your friends, and your family all get through this Pandemic COVID-19 thing safely and you stay healthy. I also hope you not only survive but THRIVE by using some of the thoughts & ideas here in this special article and elsewhere. 

    Just make sure you wash your hands a LOT. Especially if you didn’t find any toilet paper!   LOL

 

Until Next Time,
Tony Pearl

Let me know what YOU think – leave a comment below!

Copyright 2020 Tony Pearl | All Rights Reserved


 

How To Form a Corporation or LLC – TODAY!

“How To Form a Corporation or LLC…TODAY,”

by Tony Pearl


    In this article, you’re going to learn exactly HOW to form your first (or next) Corporation or LLC as quickly as TODAY!

    Learning how to set up a business entity (Corporation or LLC) has probably made more people hold themselves back from really getting started with their real estate investing than I can possibly tell you. So make sure you read this article closely so that you can learn just how simple it will be for you to get this little challenge out of the way, once and for all.

    We’re going to cover WHY it’s important to have an entity in the first place, along with WHAT you’ll need to form one, and the three main ways of HOW it’s done. One thing we won’t cover is which one you should form – Corp or LLC. Are you ready for this? Great! Let’s go…

    Now, before we get into how to set one up, let’s first cover the reason WHY it’s a smart idea to have some sort of entity like an LLC in the first place.

    It’s no secret. We live in a very litigious society, where anyone can sue anyone else for just about anything. We can thank those “wonderful” attorneys for that. Because of this, it should come as no surprise that if someone even thinks that you have money, and sees that you’re in business, guess what? It’s really not a question of IF but WHEN you’ll get sued. Especially if you’re in real estate. 

    As a general rule, you do NOT want to do business in your own name. Why? Because you make yourself an easy target. And because you put everything you personally own at risk if you do. Yes, that means your personal residence, your cars, your bank account, and even your wages if you’re still working a job.

    Therefore, you’ll want to have some sort of entity you can use as a shield to absorb or deflect those potential lawsuits that can potentially come your way. When you do business as an entity such as a Corporation or LLC, you’re not jeopardizing your personal assets, because you’re doing business in the name of your business entity, not in your name. 

    Finally, there are usually some pretty decent tax advantages available to you when you have your own business entity. Naturally, you’ll need to consult with your qualified, licensed, investor-friendly CPA for more info.  Got it? Good! Let’s continue…

What’s Needed To Make an LLC

    It’s actually simpler than you might think. The first thing you’ll need to form your own business entity is a NAME for it, then you’re going to confirm that the name you picked is available in the state you wish to incorporate. Once that’s confirmed, you’ll register that name, file your paperwork, pay your fees, and you’re done!

    Don’t worry, we’ll cover how to do those steps in more detail in this report.

    Many states will require that you declare a Registered Agent. This is the person who will receive whatever paperwork the entity gets. Yes, this could someday include the papers for a lawsuit, but don’t let that scare you. The registered agent is not personally liable for a lawsuit. They just receive the papers. This registered agent could be you (the simplest way to go), or it could be anyone else. The only real requirement is that they need to live in the state that the business is incorporated. 

    Quick Tip: If for some reason you want to incorporate in another state than where you live, you’ll definitely need to have a Registered Agent IN that state. Those popular states that have privacy or tax advantages (I’m sure you’ve heard of them) will often have businesses that will be your Registered Agent for you for a nominal fee. If that’s what you want to do for whatever reason, just do a Google search for “registered agent” in that state.

Taking Your First Step

    In order to create your own Corporation or LLC, you’ll first need to pick out a NAME for it. It could be anything, but I strongly suggest that you pick something that clearly defines WHAT your business DOES. Sure, it can be a cute and catchy name, but it should be obvious what you do and whom you serve first and foremost. An option would be to use the geographic area you serve. For example, if you’re buying & selling houses in the Dallas, Texas area, a good choice could be “Dallas Home Buyers” or “Dallas Home Solutions.” 

    A suggestion I have for you would be to take out a sheet of paper, and just brainstorm out as many ideas as you can. Keep writing until you can’t think straight. Then pick out the top five names you like the most. Set those names aside. We’ll need them soon.

The Next Step: Making Sure Your Name is Available

    Now that you’ve picked out some good possibilities for your business name, you’ll need to make sure that it’s actually available. Someone may have already claimed that name for themselves! The way that you’ll check for this is revealed in the next part, which gives us the perfect segway to introducing you to the BIG part of this report…

The Three Ways to Form Your Business Entity

    If you boil it all down, there’s really only THREE ways that you can actually create your Corporation or LLC:

 

  • Hire an attorney to do it FOR you (Most expensive)
  • Go ONLINE and use a service there (Usually the best choice)
  • Do it YOURSELF!

 

 

Hiring An Attorney

    So let’s start with that first one – hiring an attorney to set it up for you. This is usually the most expensive and time-consuming option, because you’ll need to first book a time with a qualified attorney who can handle this properly for you. And of course, you’ll need to pay them for their time.  If you already have an attorney, they’ll probably be very happy to provide this service for you, because it’s usually extremely simple for them to create an LLC or Corporation for someone just getting started. 

    I would say that the best time to use an attorney for forming a Corporation is when your business is big and/or complex enough to warrant the expertise of a qualified attorney. The right one can assist in advanced strategies to accomplish whatever goals you may have. And the attorney would search to confirm that your business name is available or not.

    Now, most people reading this will probably not have the need for such a deep and expensive level of service – especially if it’s your first time. For that reason, I usually like to recommend going with either the 2nd or 3rd options listed above.

Form It Online

    Your second option – Using an online service to help you create your business entity is probably the best and easiest option. While there are fees involved, they’re usually pretty minimal, and well worth it when you consider the convenience.

    There are several options at the time I’m writing this. Here are a few:

    When you go to any of these sites, you’ll usually start off by picking WHAT KIND of business entity you want to form (C Corp, S Corp, LLC), then WHERE you want to form it (which state), and then what NAME you want to use. The sites listed above all differ as to what order those steps are in, but they’re all there. Of course, one of the very first things they all do is to search to see if your preferred business name is available.

    The sites will also let you know what else is involved, what they do, and their fees. Usually, they’ll be able to handle pretty much everything FOR you – from checking to make sure that your business name is available in that state, to preparing and filing the paperwork for you in that state, to paying the state fees to for your entity – everything! All you do is pick your business name, state, type of business, who the members are, declare your business address (TIP: Use an address other than your home if possible), make sure everything is correct, and of course – pay the fees!

    It really doesn’t get any simpler than that. And it only takes a few minutes. Naturally, the first time is always the hardest, and this is no exception. But the good news is that you’ll have help available to you through the site.

Do It Yourself

    Ok, I told you there were three main ways to form your business, so let’s cover the third way now – Forming it Yourself!

    This option is for the true Do-It-Yourself type person. I’ve actually done this myself many times, so I’m quite used to it. Like anything else, I’ve found that it’s only tricky to do the first time. After that, it’s as easy as pie.  I’ll show you how it’s easily done, but I should also say that this should be your option only if you KNOW what you’re doing, and you have very simple needs for this. Ok? Here’s how it’s done…

    The first thing you’d do is just Google something like “Form an LLC (or corporation) in STATE.” For example, Google “How to form an LLC in Florida”
…Or whatever state you want to use. Trust me, Google should bring back plenty of valuable information for you to use. Just don’t let that overwhelm or confuse you.

    But what you’ll really be looking for is the search result that shows you what that state’s official website is, along with the appropriate link to get you started. Keep looking. It’s there. 

    Once you find and click on it, you should be taken to an official state page that has the information you need to set yourself up. I wish I could tell you everything you specifically need to do here, but since there are 50 states (plus Washington, D.C.), you’ll have to figure this part out on your own. If you can do it, great! If not, that’s what those websites I listed above are for. 

    When you find the right links, you’ll be able to do all the same stuff I had told you about earlier – you’ll be able to check on the availability of your chosen business name, usually right on the state website. You’ll be able to obtain and file your required paperwork. You should be able to upload those papers once they’ve been prepared and signed. Then you’ll be able to pay your fee to the state and be done. TIP: If you go this route, I recommend you pay the extra fee for expedited service. That way, you’ll get everything immediately, today! So it’s well worth it, whenever it’s available. 

    And just so you know, the “usual paperwork” for an LLC usually consists of Articles of Organization as well as an LLC Operating Agreement. I know. They sound scary. But they’re not too bad. You’ll see. 

Which Way Should You Use?

Armed with this knowledge, you should already start to feel more confident about getting your business entity started quickly and easily. So which of those three options should you use? The answer is: It depends! I wish I could just tell you which way to go, but that would just not be right, because I don’t know what your situation is, what your expertise or experience is, or what your specific goals are for your business.

    What I can tell you is that 80%+ of the time, you’re usually better off just using an online service to get it set up. They have ways of providing support built-in to their sites, and sometimes they have people ready to help you or answer your questions if needed.

    The only time you might really consider doing it yourself is if you really know what you’re doing, and have very simple needs for this business entity.

    Something else you might want to consider is that whatever you do, you can usually FIX IT LATER if you mess things up. So keep that in mind. And if you ever do need to fix things, you’d better fix them as quickly as you can before it’s too late.

    A final tip to consider if you have any questions about taxes, privacy, and protection: You should get educated about these things so that you know what you’re doing and how to get maximum advantage for yourself and your business.
Going to the right seminars and having the right professionals on your team are integral. For example, you may want to consult with your qualified, real estate investor-friendly CPA before (or after) forming your entity. Then have a strategy and plan to legally claim every deduction you can.

Keeping Your LLC or Corporation

Congratulations! Now that you’ve formed your entity, you should know that you’ll need to consistently do certain things to keep it active and legal. 

    To begin, you’ll need to pay your yearly fees to the state. I know, what a shocker, right? This is another form of revenue for your state, and those fees can usually vary between $50-$800 per year. California has those high fees. Again, what a shocker. But you’ll need to know what these fees are, and be ready to pay them on time. Every year.

    In addition to that, certain states have other fees and taxes, and those are usually tied in to your business’ revenue. Make more, and your state may want more. So be sure to familiarize yourself with these taxes and regulations for your chosen state.

    Finally, there are usually requirements for filing your yearly paperwork for your entity. Make sure you know what these are and follow them, and you’ll be good. 

What About a Bank Account or EIN Number?

Depending on what you do with your business, you may or may not need an EIN Number or bank account… But you will need an EIN Number if you DO get a bank account! To get an EIN Number is simple – just Google how to do it. HINT: You’ll need to fill out an IRS SS-4 Form.

    You’ll want to have a bank account so that you can use it for your business and wisely separate your business expenses from your personal ones. So you’d simply need to bring your newly-created business paperwork with you, along with your EIN Number to the bank, and they’ll be more than happy to help you from there. TIP: It’s best to print out the EIN Number paper from the IRS and just take that with you to the bank.

Final Words

    Wow! Who knew that learning how to set up your very own LLC or Corporation could be so much FUN, let alone sexy, right? 

    But there you have it – you now know exactly what to do to get yourself started, right now – TODAY.  And before you know it, you’ll be happily signing those contracts with the name of your entity and you as the agent. Look at YOU, big ballin’ and wearing your big-boy (or girl) pants! Did I mention that you’ll sleep better at nights, knowing that you have protection? Yeah, that’s a positive side-effect.

    So now you have no excuse not to get started with your real estate investing. What are you waiting for? Go ahead and set up your Corporation or LLC TODAY, so you can start cashing those big checks tomorrow! 

    And I’ll see you at the bank.

 

Until Next Time,
Tony Pearl

 

Copyright 2020 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! 

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

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


    Before you continue, I’d like to first direct you to Part One of this article.
It’s titled, “The Joy of Text: How to Get Deals With Your Cell Phone”   
(Click that link to read it if you haven’t already).

    In THAT article, we discussed WHY you must use the greatest tool you have available to you now to easily and quickly contact all the sellers of houses that you want to contact, for FREE. I also gave you a quick and extremely effective text “conversation” you can use to establish contact, introduce yourself, find out their name, if the house is still available, and if they’re the owner or not. 

    Do you remember the reason WHY we want to first TEXT a seller, rather than call them? It’s because hardly anyone is answering their phone when an unfamiliar number calls them. Do YOU answer your phone all the time if it’s a number you don’t recognize? I didn’t think so. Of course, you can always hit them with the 1-2 punch, where you first call, THEN text when they don’t answer if you want to, and if you have the time. But that’s up to you. 

    So, in THIS article, we’re going to discuss the other side of things: What NOT to do when texting a seller. Note that these ideas will still translate over to what not to do when texting with a buyer, private lender, or anyone you want to do business with. Just apply a little common sense & you’ll be fine.

    If you follow this advice here, you’ll avoid making the stupid mistakes most newbies make. You’ll avoid losing out on those deals you would have lost if you had not known what you’re about to learn. Ok? Ok! Here we go…

Before We Begin, Here’s a Funny Video For You!
Warning!: Profanity & drug use in here. But it’s funny as hell and introduces some CONTEXT about how easily Text Messages can be misinterpreted, even among friends. Enjoy this!

 

What NOT To Do in a Text Conversation

    Now that you have some ideas about how to initiate a text conversation, it’s vitally important to know what NOT to do, right? And in order to keep this fun and light, while at the same time sharing these very valuable tips with you, I’ve made this handy…
TOP TEN LIST of What NOT to Do When Texting!

    10. Don’t Have Full Conversations Via Text. To begin, let me just say that 99% of the time, you should AVOID having full conversations by text if you can possibly help it.  You will be taking away your greatest weapon if you do that. I’ll get to that in a moment.  Of course, there are occasionally going to be people who insist on only communicating via text due to whatever beliefs or limitations they may have (such as being at work and not able to talk at the time). If that’s all they can do that’s all they can do, but do the BEST you can to avoid that from happening.

    Instead, keep your texts as BRIEF as possible. Remember that I recommend having only 3-5 “volleys” of messages before you take it to the next level: Getting them on the phone.

    9. Do NOT Try to “Sell” Them Via Text. Don’t tell them about your fancy programs and why they’re so great or why they should do them with you. They won’t get it, and they won’t care. At least not yet. Remember that you first have to qualify them, and that’s best done on the PHONE, not by text.

    8. Don’t Answer All Their Questions. Usually, the more more questions they ask, the more they’re trying to pre screen you, as opposed to the other way around (the way it should be). Instead, do your best to get them on the phone as quickly as possible so that you can have a proper conversation. Tell them “I just have a couple quick questions to ask you, and it’s best to do that over the phone. When do you have a minute?”

    7. Don’t Over-Complicate Things!  Always remember that a confused mind says NO. We don’t get paid with “no.” So don’t confuse people. Keep it SIMPLE! 

    6. Don’t say “Lease Purchase.” Remember that 99% of the time, you’re usually texting someone who just owns a house and doesn’t understand WTF a ‘lease purchase’ is in the first place!  While I understand the need to pre-screen someone to find out if they’d be open to doing something a bit creative, it’s usually best to avoid doing that here.

    But if you feel you have to, you can instead ask if they’d consider “renting for a little while and then selling?” Again, I’d recommend that you reserve doing that when you have them on the phone.

    5. Don’t say “Owner Financing.” Pretty much the same thing that was just said in the previous paragraph will also apply here. Most sellers really don’t understand the many benefits of how owner financing works, and they’re usually brainwashed by society to believe that they have to or only want all their money when they close on the sale of their house.

     For that reason, it’s best to not mention these words in a text message, and instead reserve discussing this possibility on the phone. But again, if you feel you must, consider using these words instead: “Would you consider taking payments for a little while until I can get you cashed out?” You’ll find that those words work a lot better. 🙂

    4. Don’t Write Long, Drawn-Out Messages.  I’ve had the pleasure and honor of coaching and mentoring a lot of people. When they finally realize that reaching prospects by text messaging freakin’ WORKS to get people to respond and engage with them, they do something understandable: They take massive ACTION.

    But then the student tells me that they’re having problems, or that some people aren’t responding to their messages. So when I ask them to share what they’re texting, I can quickly see WHY they’re not getting good results…

    It’s because they’re violating the rules! They’re writing long & confusing explanations of everything they’re trying to do. That’s a MAJOR NO-NO. So instead, here’s what you SHOULD do:
Keep it Simple, just like I wrote above in #7.

    3. Don’t Tell Them Too Much.  If you’re trying to explain or write too much by text, it hardly ever works out well. 

    Instead, ASK simple QUESTIONS. Very brief and to the point. For example, “Is your house still available?” “What’s your name?” “Are you the owner?” “Can you talk today, or would tomorrow be better?”

    I’m telling you, by asking simple questions, the prospect is practically compelled to answer. This leads to more engagement, which leads to more rapport, which leads to more chances of success! Try it, you’ll see.

    2. Don’t Close By Text.  I’m not saying that it’s impossible to close someone by text message, but chances are really stacked against you…especially in the beginning. The more you do this, the better you get. But as a general rule, you’re much better off to OPEN by text, and CLOSE by phone.

    1. Don’t Think That Someone Can Understand Your Tonality.  Did you watch that video of the 2 friends texting each other on this page? Then you’ll fully understand what I’m saying here. Words can be easily misunderstood when texting! And there’s no way someone can “hear” your tonality!

For THIS AND ALL the reasons I’ve listed here, HERE’S the BIG TAKEAWAY from this post…

    DO use text messages to establish contact with someone, then OPEN and warm them up a bit so that you can get them on the phone to have a PROPER conversation.

    Once you have them on the phone, you can use the magic & powerful weapon you have: Your VOICE! And if you’ve been reading my articles, posts, and various writings, you know I talk about how to properly use your voice a lot.

      Now kindly allow me to punch you right in the face and GIVE you the essential, proven cold text message conversation you can use when first reaching out to a seller with a house for sale. I had given this to you before, but we’re going to keep it short & sweet here, ok?

Here’s The Cold Text Message Conversation You Can Model:

YOU: “Hi! Is the house you’re selling at [ADDRESS] still available?”
THEMYes.
YOUGreat! My name is YOUR NAME. What’s your name?
THEMThey reply with their name.
YOUNice to meet you, NAME. Are you the owner?
THEMYes (or no).
YOU: Ok. When you do have 5 minutes to talk?
THEM: They answer
…and you set a time to talk!

    When you get them on the phone, guess what you do?  Get the Lead Property Information Sheet filled out!
Using a VA? No problem. Set an appointment for them to follow up for you if you like.

    So there you have it! Now that you know what NOT to do and what TO DO instead, I’ll leave it up to you TO DO what should come next: Take the ACTION you need to take by texting people today.

Want An EASIER Way to Text?

    The more you do this, the easier it gets, right? And I predict it won’t be long before you’re having success and doing deals! I also predict it won’t be long before your thumbs get tired of texting people from your phone, essentially saying the same thing over & over.

    But what if there was an easier way to text and engage people?  Lucky for you, there IS an easier way!

    It’s call the “Real Estate Prospector,” and it’s a very powerful software that’s easy to use. This software saves you HUGE chunks of time and frustration. 
The software will make calls, send personalized text messages AND personalized email messages for you – in ANY combination… One at a time or however many you want to send out at once!  

    Best of all, it gets you RESULTS!

For more information, Click Here

    Thanks for reading. I sincerely hope you not only enjoyed reading this powerful article, but I also hope you heed this advice and put it to good use right away. I can practically GUARANTEE you that if you DO, your investing life will never be the same, because you’ll be having quality conversations and doing deals before you know it.

    Do me a favor – let me know what you thought of this article in the space provided below. And let me know how this works for you as soon as you can! 🙂

Until Next Time,

Tony Pearl

 

Copyright 2019-20 Tony Pearl | All Rights Reserved

 

This software puts the REAL Joy into Text!:
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How To Get The Most Out of a Bootcamp or Event You’re Attending

 



Your
 reservations are all set. You’ve booked your room.

    Your bags are packed, and you’re ready to drive to the airport… or maybe you’re just driving directly to the event.
    You’ve arranged to take time off from work and spend it away from your family. And of course, you’ve set the money aside for your expenses and to invest in everything you need.

    You’re really looking forward to attending this upcoming event, aka “bootcamp,” where you’re going to learn… what, exactly?

    As a veteran self-professed “Seminar Junkie,” I’ve attended countless events, summits, and bootcamps. I’ve invested well into six figures in my education, and had the pleasure of meeting way more people than I can possibly remember, some of whom I’m still friends with to this day. I’m happy to say that I’ve applied what I’ve learned from these events and made a very good life for myself & my family.

    But what never ceases to amaze me is how many people just don’t DO anything with what they learn at these great events, despite the monumental sacrifices they’ve made in order to attend them.

    And since you’re reading this, I’m sure you don’t want that to be YOU. You don’t want to become “just another statistic,” right?  So if you don’t mind, I’m going to give you some killer tips on how you can get the MOST out of the next event you’re about to attend, and the one after that, and the one after that…and so on!

    If you read and actually USE these tips, you’ll get a MUCH higher return on your investment of time and money, I can guarantee you that.
    These tips are based on YEARS of personal observation and application, and are proven to not only work, but also save you a lot of frustration, heartache, headaches, and of course time & money.
Ready? Let’s go!

BEFORE YOU GO THERE

    Before you actually GO to the event, make sure you pack what you need. Take the right clothes. The appropriate attire is business casual. You want to look like a business person, not like a bum. You will be meeting and networking with other professional people here, so it’s important to make the right impression. If you show up wearing shorts & sandals, you’re not taking yourself seriously, so why should anyone else?
So find the right attire that’s still comfortable.
    Also, be sure to bring a jacket, sweater, pullover, etc. because it can get pretty damn COLD in those meeting rooms!

    Next, make sure you bring something to take NOTES. I suggest a simple notebook or even a pad of paper & a few pens. Don’t always count on the event holder to provide this for you, although many will.

Make Sure Your Trip is Properly Planned & Organized.

    Flights, car rentals, hotel reservations may not be needed if the event you’re attending is close to you, but if it’s not, you’re going to need to have all those things lined up ahead of time, locked down, and confirmed. Of course, a car rental may not even be needed, because these days, we have Uber!
    If you’re going out of town, it’s usually a great idea to stay at the same hotel as the event, but if that’s just not possible because there’s no rooms available (book early next time!) of if your budget will scream, then find the closest cheap hotel to the event that you can & find a way to get between the two (Uber). Or if you must, then maybe even split the cost of a hotel room with someone you know, like, and trust.

What Do You Intend to Learn/Get Out of This Event?

    This is where most people drop the ball. They just don’t think about this, and simply rely on the event organizers to provide everything for them. And while that IS an option (the lazy one), it’s usually not the best one.
    Here’s a better idea: Ask yourself, “What do I want to get out of attending this event?” Write that down in the same notebook you’re going to use to take notes while you’re there.
    Think long and hard about this if you must, but don’t overlook this step. By creating the intention, you’re programming your brain to look for what it is that you want, while at the same time allowing yourself to still be open to new ideas and possibilities.

    For example, if you tell yourself that you want to meet someone who can help you get more leads, or find your next Private Lender to help you fund your deals, your brain will go to work FOR you to look out for the right people…and hopefully guide you to say the right things to them.
    If you tell yourself that you want to attend this event to learn the right tactics, strategies, and ideas you need to succeed, you’re already ahead of the game, because you’re telling yourself that this is what you want to get or learn, and you already have a much higher probability of accomplishing that.
    Of course, if you go to the event with a specific set of questions you want/need answered, make sure you get those questions answered before the event is over, so that you can get what you need.

How To Learn and Remember Everything You Can

    Depending on the event you’re attending, there’s going to be a ton of information given. Remember: Just ONE single, solitary idea you get and use can drastically change your life for the better!  So let’s make sure you don’t miss it.

    With that in mind, I’ve created a Top 10 11 Tips to help insure that you learn and retain as much as possible…

1. Get a Good Night’s Rest.
    Every night you’re there, and especially the night before the event. If you’re tired, you can’t focus.

2. Show Up to the Event EARLY Every Day!
    Get up early, get your shower, and be there within the time of the event registration, which is usually about an hour before the event starts. This will help you get your mind in the game, meet some new people, get a good seat, and just be ready for the day.

3. Eating Tips to Keep Your Energy & Focus UP:
a. If you eat breakfast, make it very light.
b. Don’t Drink Too Much Coffee.
c. Drink Lots of Water.
d. Do NOT eat a big lunch!

In fact, don’t eat any CARBS at lunch. Why? Because a heavy meal will make you tired, slow, and mentally dull. If you must eat lunch, have a salad & maybe some protein. And stay AWAY from sugar! If you eat the wrong things, your blood sugar levels will spike up then crash down, leaving you tired as hell. And when you’re tired, you can’t think or focus, and you’ll miss out on some potentially vital information.

4. Take Good NOTES.
Here are few great tips I use myself that I personally recommend you consider adapting:
In your notebook, have ONE page dedicated to writing down RESOURCES you hear about, such as websites, books, people, etc.

    Have another page for writing down IDEAS that you get or have given to you, such as “test this” or something that’s working for someone else.
Have another page dedicated to ACTION STEPS you’re going to take either during or immediately AFTER the event. This is a vital step, because it will help you put plans & ideas into action & hit the ground running!
    You can have another page dedicated to QUESTIONS you want to ask – either of yourself or the people teaching the event. If you have questions, it’s up to YOU to get them answered. Find out HOW the teachers of the event will allow you to ask your questions, and follow that policy. If they don’t answer them that way, then ambush them at the next break if you must! (Just don’t tell them I told you to do that lol)
OH, and speaking of NOTES: Make sure you REVIEW your notes at the end of every day AND about one week AFTER the event is over. Numerous studies have shown that this will really help you retain all that information long-term.

5. Keep an Open Mind.
    Can’t emphasize this enough. Even though you may be looking for specific things while you’re there, be sure to allow yourself to learn valuable NEW ideas. Channel your inner child. Remember when you were a kid in elementary school, and you still really enjoyed learning? Allow yourself to feel like that again! You might just discover something so new & cool that has a tremendously positive effect on your life.

6. Be Present.
    It’s so tempting to let your mind drift…to think about whatever crap may be happening back home or at work. Do the best you can to stay focused and present – in the moment of where you are and who you’re with. You might just be sitting next to or near that one person who you can help or can help you.

7. Use the Bathroom at Every Break.
    Even if you don’t have to. You don’t want to get up in the middle of a session to go pee-pee. And be sure to wash your hands! 🙂  Especially for this next tip…

8. Shake a Lot of Hands
    These days, it seems like everyone is waiting for someone ELSE to take the first step to introduce themselves. Don’t be that person. Don’t be shy. Now is not the time. Just remember these simple words, “Hi, my name is XXXXX. It’s nice to meet you!”

9. Ask Lots of Questions.
    But do it in a nice & friendly way. Don’t attack someone. Be curious to learning more about others.

10. Exchange Business Cards.
    Here’s a big one. When you exchange business cards with someone, WRITE SOMETHING DOWN on their card that will jog your memory about this person. Since you’ll be meeting a lot of people (hopefully), it’s easy to forget a lot of people after the event is over. That’s why it’s a great idea to write down something special about them so you can remember them later.

11. Make Action-Oriented PLANS.
    There’s nothing more powerful than booking an appointment, setting a reminder to DO something specific on a certain day, etc., and then DOING it when the time comes.
    Use the power of your smartphone’s calendar to do that. Insert the details of what needs to be done. And when the time comes to do it, JUST DO IT! Don’t think too hard. Just take action. Just that one, small tip will make the difference for you.

    So those are my Top 11 Killer Tips of How to Get The Most Out of Any Event You Attend.
They’ve made a HUGE difference for me, and if you use them, I can promise the same – or better – results for you.

    But please – don’t just take my word for it. Try them out yourself, and see how they work for you. And if you have any tips, ideas, or suggestions you’d like to add to this list, I’d love to hear them in the comment section below!

 

Hoping To Shake YOUR Hand At An Event Soon,

Tony Pearl


 

  • October 19, 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!  

 

Do You Like S&M?

PEARLS OF WISDOM,
by Tony Pearl

“Do You Like S & M?”


So… How do you feel about S&M?

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

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

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

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

    

We’ll Start With Marketing

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

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

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

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

 

Now, Let’s Talk About Sales

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

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

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

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

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

 

Better Than Peanut Butter & Jelly?

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

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

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

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

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

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

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

 

Think of it as a One-Two Punch

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

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

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

 

Final Secrets…

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

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

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

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

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

 

Until Next Time,

Tony Pearl

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

Copyright 2019 Tony Pearl | All Rights Reserved

 

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

 

Having FUN While Getting It Done!


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

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

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

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

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

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

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

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

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

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

The Secret to Making Calls Fun!

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

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

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

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

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

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

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

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

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

A VERY Common Problem (You are Not Alone)

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

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

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

Tip #1: Develop THICK SKIN

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

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

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

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

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

Tip #3: Visualize Everything Working Out Perfectly 

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

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

Tip #4: Make Everything a GAME!

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

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

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

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

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

Tip #5: Develop a Great Sense of HUMOR!

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

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

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

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

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

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

 

Until Next Time,

Tony Pearl

 

  • August 29, 2019

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

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

These updates will cover a few things, including:

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

Ready? Let’s go…

  1. New Updates to Our Website!

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

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

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

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

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

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

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

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

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

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

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

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

2. The Market

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

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

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

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

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

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

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

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

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

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

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

Next, here is Ron’s reply:

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

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

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

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

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

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

 

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

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

4. Technology

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

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

Here’s a Few More Tech Tips For You:

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

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

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

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

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

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

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

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

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

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

Talk to you soon,

Tony Pearl

 

No Means No…For Now!

No Means No-For Now!

“No Means No…For Now!
by Tony Pearl


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


    Don’t get offended…

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

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

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

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

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

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

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

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

 

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

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

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

 

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

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

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

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

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

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

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

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

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

 How Many Deals Is Your Lack Of Organization Costing You?

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

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

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

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

Business is a Numbers Game

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

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

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

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

 The Big Take-Away Here

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

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

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

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

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

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

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

 

 

Until Next Time,

Tony Pearl

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

 

Copyright 2019 Tony Pearl | All Rights Reserved

 

 

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

 

 

Student Q&A: Bandit Signs & Paying for Leads

    For today’s post, I thought I’d take a moment to share a question I got from a successful student, along with the answer I gave him!
This question is regarding marketing via bandit signs, as well as how to pay people who bring you leads.

    Since I thought this information would benefit many people who will be reading this, I’ve decided to share both the question & answer.
Do you like this format? Would you like to see more like this?
Great – I invite your feedback at the bottom of this page!

    Without any further delay, let’s get to those questions…

    Ryan G., from Washington State, asks…

Hi Tony,

I have people that have wanted to let me put a sign in their window. Here are the 2 challenges I ran into: 
1. Cost to install signs. I need tips to make and install signs more affordably. 
2. Alternative payment ideas. Ron says pay $10 per lead sheet. That is one idea. I think the guy from Mobile bandit signs pays a percentage of the deal. 
Can you give me some ideas for executing?
–Ryan G.
Broker / Investor

Ryan,

Thanks for your questions!
Let me answer them for you…

1. Putting up signs in people’s windows.
Awesome! Glad you have people who are willing to do that.
I assume you’re talking about homeowners, not businesses, right?
Doesn’t matter. My advice here will be the same.
And my thoughts here may be different than what you’d expect – or what you’d get elsewhere.
To keep the costs LOW and the results HIGH, I suggest following the simple tips I give you about where to get your signs and what to put on them in my report here:
Badass Bandit Sign Secrets (link)

Why use handwritten signs, as opposed to fancy ones?
Good question. Read why in my post here:
Ugly Is The New Pretty

Both of those links are on this site.

The Basic Take-Away Answer To Your Question:

    *Use plain, blank yellow signs and hand write your message on them with a black, fat-tip Sharpie pen.
Put the signs up in the windows, making sure they can be seen by traffic.
Keep your message simple with a Headline, Arouse Interest, and have a Call To Action (call your number).
Again, the reason why this works is explained in that post.

If You Want to Put Up Signs In/On Cars (aka “Mobile Bandit Signs”):

    For this, you can get a little pretty. When we’re driving, we can’t help but to look at people’s signs, as long as they stick out in some way.
You’ll need a company that does vehicle graphics. These are easily found by doing a Google search for ‘vehicle graphics.’

The basic options here are to either put on a removable magnetic sign, a removable vinyl sign, or have the car wrapped with vinyl signs.

    The vinyl signs can be put on doors or windows, but be sure to not block the driver’s vision and remain compliant with your state’s laws.
Obviously, the magnetic signs are only able to be placed on the body of the car (best on doors), not the windows.

Here are a couple examples of companies who can do this for you:

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

 

2. How Much to Pay People Who Bring You Leads?
This is a good question that invites a good discussion…

Consider the options:
a. You can pay them per lead submitted.
Ex: $5-$10 per lead sheet submitted; $15 if it includes comps & pics; $20-$25 if it includes comps, pics, AND they’ve spoken with the seller to get everything filled out (full PI sheet).
b. You can pay them a fixed amount based on what happens with the lead.
Ex: If you buy the house, you pay them $250 or $500.
c. Hybrid of both.
Ex: Pay them $10-$20 up front PLUS a percentage of the deal when it closes.

I personally like this model:
    When you find the right person/people, pay them something up front, because everyone wants to get paid as quickly as possible.
This will help them stick to you/increase retention.
You MUST give them feedback for the leads they submit!!
It shouldn’t take too long to train them on what you’re looking for, and where.

    A lot of people (most) will crap out in a short time. Expect it.
Those that stick around can be rewarded by giving them incentive to continue providing leads – so once they’ve proven themselves, THEN you can pay them a piece of the deal. I suggest you start with a fixed amount (Ex: $250 for the first 2 deals), then move them up to more (Ex: $500 for a while).
If they’re exceptional and continue to do a great job for you (rare), you may consider making them your full-time acquisitionist.
However – only make them a true acquisitionist if they’re really qualified!

    Remember that an acquisitionist will not only procure leads & deals for you, they’ll also be meeting with sellers, getting paperwork signed, and other important activities.  They will often be the ‘face’ of your business & represent you. Therefore, they’ll need to look good and dress well, they’ll need to speak properly and communicate effectively. They’ll also need to have writing and computer skills.
It’s been my experience that not many of the people who function as a bird dog for you and provide those leads have the rest of those skills.

    But you may always entice people who work for you by telling them that there are opportunities for advancement.
So if someone is not a good writer or good on the computer, but they can produce leads AND manage people, you can have them be a ‘crew manager’ by managing other bird dogs for you. And this opens up all kinds of other possibilities that we don’t have time to get in to here.
Hint: Performance-based Incentives!

    Finally, keep in mind the old adage, “Good help is so hard to find.”
Very true. But keep your eyes open and continue to let the word get out that you’re offering opportunities in real estate, and you’ll be amazed at who comes a-knocking. Once they show interest, you should have a process by which you discover their talents, interests, and availability.
Then go from there.

    Hope this advice helps you out, and let me know if you have any further questions.

–Tony

 


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