Category Archives for "Sales"

Ask Tony: Overview of the House Buying Process

Hello! Today’s “Ask Tony” segment comes from B.S. from IL (he requested to be anonymous).

And B.S. (his real initials) wants to know…

Hey Tony!
I hope all is well with your family.

My question is about an overview of the process after we get a contract signed. Is there something already in place that I’m not seeing, or just not able to put together myself?
The reason for my question is to be FULLY prepared to understand the step by step procedure.
I’m not looking for every little detail, but like I said “an overview of the process for buying. So, from the time I get the contract signed…..etc?

Thank You!
–B.S.

Now for the answer…

Hello & thank you for your question, B.!
I’m happy to give you the answer here, and I’m glad you asked, because I’m sure there are a lot of people who would like to know this as well.

As I referred to in my powerful training article, “The Five Steps of How We Buy Houses,” there are obviously 5 steps to doing what we do, whether it’s buying OR selling a house. They’re more than adequately covered in that article, so no need to cover them again here.

So today, I’m going to show you exactly what to do in this process in more detail. It goes a little something like this…

    After you have a preliminary negotiation with the seller (usually done on the phone, before going out to see them at the house but there are exceptions), you’ll make an appointment to physically see the house and do your more aggressive negotiations in person.
If you’re not able to go out and actually meet with them at the house,  you can tour the house virtually.

Reasons you might not be able to see the house or meet with the seller in person:

  • Covid-19
  • House is too far away from you
  • Seller is too far away from the house (or you)
  • Simply not convenient to do so for whatever reason.

    Before you go meet with them…

Here’s a little checklist to make sure you’re not going to waste your time:

  • Be sure that they understand you’re either going to buy their house for all CASH at a DISCOUNT (Cash deal), or…
  • Be sure that they understand that you’re going to buy their house with TERMS (taking payments).
  • Be sure that ALL the owners/decision makers are there.
  • Be sure that they’re ready to make a decision when you get there.
  • Ask if they can have their house papers together (copy of deed, mortgage papers, survey, etc.)

    Make SURE that when you go to the house, you bring the THREE ESSENTIAL Documents with you:

  1. Purchase & Sales Agreement
  2. Authorization to Release Information
  3. Lease Purchase Agreement

    All of these are easily able to be found, along with full instructions on how to use them (and share with me for help) by going to this page:
Contracts For Buying Houses. (Opens in a new window)

    When you go out to the house, you’ll want to dress sharp & be professional, yet still be easy to talk to and deal with.
Greet them by name & introduce yourself, then ask if you can come in. Take control of the situation!

    Take a quick tour of the house. Don’t dwell on things. You should know very quickly whether you want to move forward or not.

    After the tour, you’ll sit down and begin to negotiate. I’ll write more details about this soon.
Your goal is to first agree orally, then GET THE HOUSE UNDER CONTRACT!! Yes, in writing. This is what the contracts are used for.
Just like a master craftsman uses the appropriate tools, our tools are our contracts. We get them signed by using our skills: Negotiation, communication, sales, etc.

Wake Up & Pay Attention, Here’s Where I Deliver The Goods…

    Now, after you get the house under contract, you’ll shake their hand and set the next steps with them, then get the heck out of there.

    Once you’re safely in your car, you can scream “YES!” as loud as you like and do your happy dance! It’s required.

    You might want to take a few flattering pictures of the house and the neighborhood to use in your marketing while you’re there. And put up a few signs if you have them and have permission to do so.

    After you get back to your home or office, you’ll want to contact your real estate attorney/closing agent/title or escrow company. Tell them about the deal, scan and send a copy of your signed documents, and TELL THEM TO CHECK THE TITLE. Note that checking the title is almost always one of the first things we do after getting a property under contract. This is part of doing your due diligence. 

    Good News!: The closing agent (attorney) will be the one to prepare all the rest of the documents, including the deed, the note/deed of trust/mortgage, and everything else you need. YOU only need to bring the docs we’ve already discussed here. The professionals take care of the rest, so you don’t have to worry about that crap. How cool is that? 

    Want another Checklist? Fine… Here You Go…

Checklist For Getting A Property Under Contract:

  1. Get agreement orally with seller.
  2. Get it in writing by using our contracts/agreements (sign the contract).
  3. Get the seller to release the listing on Zillow, if applicable.
  4. Set the next steps for the seller to expect.
  5. Take a few nice pictures before you leave.
  6. Optionally, you may put up a few signs if you have them.
  7. When you get back home/office, contact your closing attorney/agent
  8. Tell them about your deal, then send over copy of contract (scan/email or fax)
  9. Tell them to CHECK THE TITLE (part of your due diligence; will take a few days)
  10. Begin marketing the property by putting materials together, contacting your buyer’s list, planning event, etc.
  11. Continue to communicate with the closing agent throughout the entire deal until you have a closing scheduled and confirmed. Remember that Communication is KEY!!
  12. Make sure your closing agent knows exactly how the deal should work. Be sure they properly prepare and present the appropriate paperwork, including disclosures, notes, CYA letters, Deeds, Trust docs, etc.

    …And there you have it: Exactly what to do after you get a property under contract!!

    Now you know, and I believe that this (more than) answers your question, B.

    And for everyone else, I hope this helps to fill in the gaps of your knowledge, so that you can have a better big-picture view of what to do!

Thanks for reading, and have a great day!

 

Your Mentor,

Tony Pearl

 

 

 

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  • August 1, 2020

Want To Play Doctor?

“Want To Play Doctor?”

by Tony Pearl


    Relax… You can keep your pants on (if you want to). 🙂

    In this article, we’re going to discuss something very powerful that will hopefully make a lot of sense and apply to a LOT of things in your life of business.

    Have you ever noticed that there are many common experiences we have in life that relate to something that seems totally opposite? I sure have! For example, going on a first date is a lot like a job interview; Dancing is like real estate investing; and Doing a deal is like going to the doctor.  Wait… What?

    That’s right! Doing a deal and negotiating with a seller (or buyer) is just like going to a doctor’s appointment. Don’t believe me? Well, keep reading, because I’m about to ROCK YOUR WORLD!

    If you’ve read my previous article, “The Art of Prescreening,” you’ll remember that there are THREE types of people we’re going to deal with in a sales or real estate situation. The Suspect (not motivated, usually a waste of time), the Prospect (motivated, flexible, low-hanging fruit), and the Project (fence sitters, not ready now, need more information/time). The information you’re about to discover in this article relate best to the Project or even a marginal Prospect, because here is where you’ll truly need these skills to close these nice people and make money. Got it?

    Let me tell you a story. I call this…

“The Tale of Two Doctors.”

 

    I want you to imagine something with me…

    Imagine that you just sprained your ankle. Badly. You’re at the doctor’s office, and you’re just walking in to see him for your emergency appointment. 

    You step into the Doctor’s office to talk with him. Let’s call him “Doctor Alpha…” 

    “Welcome and come on in!” Doctor Alpha warmly greets you with a smile on his face. He tells you to have a seat. So far, so good. But then, things quickly change…

    “Hey, have you heard about the special we’re having this week on back surgery? Did you get our coupon? Oh, and let me tell you all about the great new pain medications we just got from this hot young pharmaceutical drug rep! You’ve got to try these!”

    When you try to object and tell him that you don’t need back surgery and you don’t care about coupons because you’re here about your ankle, he brushes you off and still tries to sell you on the benefits of having surgery and taking these new pills!

    How quickly would you grab your crutches and get the hell out of that doctor’s office? 

    And why would you leave? The doctor sure seemed nice, right? And he really made that back surgery & those new pills sound great, didn’t he?  The answer is simple and obvious: You would get out of his office as quickly as you could because you felt like the doctor didn’t care about you. He only cared about what HE knew and what he could SELL you – for his own benefit!  In other words, it was all about him, not you.

    Further, he never took the time to ask you why you were there, what your problem was, and what you wanted to have happen.  Surely, it wouldn’t be long before that doctor lost his license!

 

Now Let’s Go Somewhere Else To Get a Second Opinion…

 

Alpha vs. Bravo

 

    Now let’s go talk to “Doctor Bravo.” You’ve heard good things about him, so you’ve made an appointment, and are now walking into his office…

    “Hello, nice to meet you! Please come in and have a seat…”  Like Doctor Alpha, he starts off with a nice, personal touch. But once again, things quickly change – this time, for the better, as he asks…

    “So, what brought you in today? Why are you here & how can I help?”

    You recant the story of what happened with your ankle – how you injured yourself, and all the appropriate details. As you describe the essential details, the doctor pays close attention, and even takes notes.

    “What have you done so far to fix the problem?” he asks you. So you tell him. He takes more notes. 

    “Ok, I see. And what would you like to have happen now? How can I best help you?”  What a great question you think to yourself as you begin answering him with what you think is the obvious answer – that you’d like to fix the problem and get back to “normal” again. (Not the “new” normal lol)

    At this point of your brief meeting with Dr. Bravo, you’ve easily determined that he: Understands your situation, cares about you, knows what he’s talking about, and can now make the appropriate recommendation for what you should do next. Because of all this, you feel like you can completely trust him. 

    So when he finally comes back with his prognosis/prescription/recommendation for what you should do next to solve your problem and get you where you want to be, you feel like he knows exactly what’s best for you, so the chances are very high that you’ll follow his advice, and do business with him.  

    Now… What the heck does all this “Doctor talk” have to do with real estate investing?  Well, the answer is: A LOT!

 

Step Into My Office…

 

    When we work with sellers, buyers, or anyone that we’re looking to help, we often find ourselves in a position where we may have to “educate” them on something new to them. For example, getting a typical seller to understand that there are other ways to sell their house…using terms! Or helping a buyer understand that there’s a way to rent to own a home…from you! 

    Because of this fact, we often need to follow the ol’ Pearl-established axiom of “Seek first to understand…then to be understood.” That means that it’s more powerful to first find out what’s going on with your prospect’s situation before telling them how you can help. Because only when they feel like you understand them will you get them to listen. Only when they feel like you know their pain can you sell them the solution.  Because if you don’t, you’ll probably have a common problem…

 

Do You Suffer From “Premature Presentation?”

 

    How embarrassing! You’re all set and ready to go. You’ve found a potential prospect – in this case, a seller looking to sell their house. They’ve initially indicated that they might consider taking payments for their house! So you get on the phone and start talking. You can’t wait to tell them all about what you’re going to do and how you’re going to buy their house.

    So you spend 25 minutes describing all the wonderful details about how they can sell their house to you. You’re telling them all about selling with owner financing or a wraparound mortgage. You even describe lease purchasing – for both them and your eventual tenant buyer. You’re so busy trying to convince them but you never took the time to find out about them first. What do you think would happen here? 

    Chances are that it probably wouldn’t work out too well, because you were acting like “Doctor Alpha,” trying to sell them a special on back surgery.

 

How To Play Doctor (No Medical School Needed)

 

    Good news! You’re about to receive an honorary “Doctorate Degree,” and you won’t have to go to school for 25 years, rack up mountains of student debt, or even write any dissertations! So… How would you like a crash course in how to do things the right way, like a good doctor? Are you ready? Ok, let’s get started! It all begins with this…

 

Tell Me Where It Hurts

 

    One of the first things we MUST understand is this: As human beings, we can be a lazy species. By that, I mean that we often won’t DO anything until we’re in PAIN! They say you’re supposed to go to the dentist every 6 months, but how many people actually do that? Most wait until they’re in pain to make an appointment. The same can be said for doctors – especially for us men! Hey, don’t judge.

    So it only makes sense that we’ve got to find, create, or exacerbate some sort of pain in order to have the highest chance of doing business. Due to the fact that many people don’t like to ‘air their dirty laundry’ by just openly telling you about their pain and their problems, we’ve got to get the skills needed to have them feel comfortable sharing the real underlying motivation so that we can really provide value with our solutions. In other words, we’ve got to find their headaches in order to sell them our aspirin!

    Did you know that there are THREE types of pain? They are: Past, Present, and Future. Yes, just like in “A Christmas Carol!”  And like that wonderful book, it’s best to start with the past, because the past pain helps us to understand how we got to where we are now.

    So how do we do that? Simple. We ask!

 

How Long Have You Had This Problem?


    When it comes to real estate (or anything), we want to focus on a common sense approach to the situation we’re dealing with at the time. For example, if you’re talking to a seller, you should ask questions like, “How long have you been trying to sell your house?” And “What have you done to sell your house up to this point? How has that worked out for you so far?” 

    As you can see, these types of questions help us to understand what’s been going on up to this point. This also helps the seller to get in touch with their pain, and how long they’ve had it. Is it beginning to make sense how this will help you? 

    Of course, it’s just as important to listen to their response as it is to ask the right types of questions. You’re trying to listen for clear signs of motivation, pain, and flexibility… or lack thereof. 

    After you’ve gotten them to open up about their past pain, we need to move on to their present pain. How? Same answer. By asking…

 

What Are You Doing NOW To Solve This?

 

    At this point, we’re looking to focus on the present. What’s going on now. Here’s where we can really help our prospect get in touch with their emotions, and hopefully share the pain of their present situation with us if possible. Remember, if there’s no pain in their situation, the chances of doing business in a way that works for us is greatly reduced.  Like the old adage goes, “No pain, no gain.” In this case, the pain applies to their situation, and the gain applies to your finances

    Some great questions you can ask to find out what the present pain is could include simple things like, “Who’s living in the house now? Is it vacant, or…?” “What kind of shape is the house in…does it need any work done?” “May I assume you’re current with the payments?” And of course, the classic & essential, “Why are you selling your house now?” 

    TIP: Make sure you encourage them to talk. Go deeper to help them expand their pain points. In other words, help to figuratively stick a knife in their pain. Yes, I know it sounds bad, but you’ll thank me later when you actually do this.

    Once the present pain of their situation is out of the way, it’s time to move on to the future!  We need to find out…

 

What Happens If You DON’T Solve The Problem?

 

    This is more powerful than you know. And this can, in many times, really be your ace up the sleeve. If you’ve been able to find out the past & present pain, helping them to discover the future pain will really seal the deal for you in many cases. If you haven’t found much pain in their situation up this point, this can be your saving grace.

    Let’s continue with our example of dealing with a home seller. One of the most powerful questions you can ask them is, “What will you do if you’re not able to sell your house anytime soon? Would you just rent it out?”

    My friend, when you ask that subtle sledgehammer of a question, get ready to watch their reaction closely. Many sellers never even consider this, as I’ve been told many times by many sellers. So many people just “expect” everything to work out perfectly. They never even consider the possibility of needing a “Plan B.”

    If they react with, “Oh, we know it will sell. We’ve had many offers. It’s just a matter of time. We’re not concerned about it not selling.” There’s one of three things going on here. They’re either a: Lying, b: Not motivated, or c: They’re not living in reality. You’ll need to use the context of the entire conversation to decide which one it is. We can’t do much if they’re truly not motivated, but we might be able to do something if they really don’t understand the potential gravity of their situation and we can get the truth out of them. But if they answer like that, it’s usually not good for us.

    However, here’s how most people reply to that question… “Gosh, we haven’t even considered that! Wow, yeah, I guess we’d probably have to just rent it out, because we can’t keep making payments on a house we’re not living in!”

    If they reply with something like that, you’ve just been given a green light to proceed! Why? Because you’ve helped them discover the potential pain of their future if they don’t solve the problem of selling their house. And you’re here to help!

    Once you’ve completely uncovered all the PAIN of their situation, it’s finally time to move on to the SOLUTION you’re going to provide! So now we start to transition to… 

 

What Would You Like to Have Happen?

 

    If you’ve done a good job up to this point, you’ve placed them in an emotionally uncomfortable position. You’ve built up some stress and helped them discover all the pain of their situation. It would be cruel of you to just leave them like that, and that’s not what we’re here to do. So let’s help our prospect get some relief by providing some solutions for them. 

    I’m going to give you a really great question to ask anyone when they’re in this position. Are you ready for this? “If we could wave a magic wand, what would you like to have happen here?”

    By asking that question, you encourage them to open up about what solution they’d like to have. You’re getting them to start to make an offer to you. Don’t be surprised if you’re surprised by what they say.

    Their answer to that question will be a very nice segway to you presenting and providing your solution. Much like a doctor, we want to help take the pain away from their life. The more PAIN they have, the more they should be motivated to be flexible with the solution you’re able to provide. Now it’s time to tell them to…

 

Take Two of These & Call Me in the Morning

 

    You’ve identified all their pain. You’ve asked them what they’d like to have happen. Now all that remains is for you to skillfully present your solution. The right way to do this is by first presenting them with their OPTIONS. What happens if they do this? Or that? Or nothing? Or… they could work with you, in the way you describe (in favorable terms, of course). 

    When you present your solution, you should highlight the benefits and advantages in a factual way, while at the same time sprinkling in some emotional appeal. But you must keep it BRIEF. You don’t want to sound like you’re selling them too much. 

    Bring it all home by simply giving them a choice. And give them just one more question now… “So, with all those options, which do you think will be the best one for you at this time?” If you’ve done it correctly and are talking to the right person, guess which option they’ll want to pick?

 

You’re CURED! Now What?

 

    Assuming everything went well, and you got a positive commitment about moving forward with your solution, all that’s left to do is work out the minor details and set up the next steps. For a doctor, that could mean anything from scheduling more tests, picking up a prescription, or scheduling a date for surgery. For a real estate deal, it usually means getting a contract signed and checking the title.

 

Wrapping This Up With Some Tape…

 

    Can you now see the correlation between going to the doctor and doing a deal as a real estate investor? 

    Just like the Tale of Two Doctors, make sure you don’t suffer from premature presentation like Doctor Alpha! Be the true professional, like Doctor Bravo. Find out what your prospect’s PAIN is, and dive deep. Remember to focus on the past, present, and future pain, and look for your opportunity in there. When you’ve found all that out, present your solutions in a way that makes sense for the seller. 

    Finally, set up what the next steps need to be so that you can be sure your patient is properly cured. Or rather – to make sure your deal gets closed.

    And with that, you now know how to PROPERLY play “Doctor” so that you have more fun getting deals doneRole playing optional

    Congratulations…Now get out there and have fun playing doctor! And if you like, you can even keep your pants on. 🙂

 

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!:
The Software That Does The Work FOR You!
 
 

Let Me Show You Something

IN This Post, I’d like to show you something.
Would you like to see it?

    I’ll be happy to show it to you in a moment, but before I do, I’d first like to say that after you’ve seen this, I’m going to ask you another question.

    Now, what you’re about to see is NOT about real estate. Not exactly. But it DOES have to do with everything that will truly determine how you do in your real estate investing business. More than that, it has to do with your LIFE.

    You see, so many people are just walking around in a trance. Although they see things around them in their environment, they very rarely (if ever) truly SEE what’s right in front of them. The opportunities. The possibilities. The people they can help. 

    Most everyone these days is walking around staring at these stupid little tiny screens, rather than seeing what’s all around them in the real world.

    At the time I’m writing this, we’re in the last few weeks of 2019. Christmas is coming, and 2020 is right behind that.
But what you’re about to watch is “evergreen.” It’s timeless. 

    So I have a very powerful video I’d really like to show you now. It’s by one of my favorite YouTube artists, Prince EA.
If you’ve been on this site for any length of time, you’ve probably already seen his work. Hopefully you appreciate it as much as I do.

    The title of this video is “Before 2020, Watch This…”
And THIS should make you think…

 

 

    And now for the question I promised to ask you:
Did you SEE it? 
And how did this change YOUR Vision?

    Remember: “Eyes that LOOK are common. But eyes that can truly SEE… are rare.”

    I SEE a very bright future for YOU, my friend.

    Can you see it, too? Will you join me?

 

To Your Success,

Tony Pearl

 


 

  • December 14, 2019

You Have FIVE Seconds…

“You Have FIVE Seconds,”

by Tony Pearl


    “Hello?” The man answered the phone with a hint of annoyance in his voice, secretly dreading that this call would be just like the previous 13 conversations he’s already had this Saturday morning. Conversations that had become all too common since he and his wife had decided to sell their house on their own. 

    When the voice on the other end of the line immediately replied, the man could tell that the voice was reading a script as he heard, “Hello, sir. Are you the owner of 3451 Maple Leaf Lane? I see that you’re selling your house on your own, and I’d like to tell you about the many wonderful benefits of listing your house with a Realtor! Is this something you’ve considered doing?”

    The man was getting tired of this crap. He sighed deeply before delivering what had become his standard reply, “No, my wife and I are selling this house on our own. We don’t need the help of an agent yet. Thank you for calling, and good-bye.”

    With a tinge of guilt, he hung up the phone without waiting for a reply. The man knew that if he had waited for the other person to say something, it would eventually end the same way that all those other calls had ended, because all these callers sounded exactly the same. They all said the same thing. And it was getting annoying. If only someone who truly knew what they were doing would call. A real buyer for a change…

Ok, I’m Going To Start Counting!

“One, two, three…”

    Relax, this isn’t your mom talking, and you’re not 4 years old anymore.

    In this article, you’re going to learn how to make a powerful first impression on anyone you’re talking to when you talk to them on the phone. And I’m going to show you HOW to do this within the first FIVE seconds of talking to them. By the time you’re done reading this, you’ll know how to separate yourself from everyone else, get people’s attention, make a lasting & powerful impression, and use that to your advantage.

 

    So if you’re tired of sucking when you talk to people. If you’re tired of getting hung up on. And if you’re just plain ol’ TIRED of hearing the word “No!” Then pay attention here, because this is going to CHANGE YOUR LIFE. Yes, for the better.

Ready? Let’s do it!

Did You Know…?

    Did you know that various studies have shown that people make snap judgements about you within five seconds of you opening your mouth? And it’s actually much shorter than that when they see you. In a moment, I’ll show you how to use that fact to your advantage. But for now, it’s important that you just know this.

Before You Even Open Your Mouth

    Let me ask you an important question: Are you prepared? Before you call or call on someone, do you know what you’re going to say? Do you know HOW you’re going to say it? Or do you just plan on winging it?

    If you think you’re going to make a powerful first impression on someone without being prepared, you might be right! But chances are, that impression is going to be a negative one. And you don’t want that. So before you even open your mouth, you should first consider having a powerful, proven SCRIPT in front of you – especially if you’re just starting out. Only AFTER you’ve been doing this a while & are fully unconsciously competent should you even consider not using a script. That’s probably going to take a while, so… just use one, ok?

    But having a script is NOT enough! Have you practiced it so that you don’t SOUND like you’re reading a script? If not, then you should know what to do. But just to be crystal clear here, I’ll say it anyway: PRACTICE reading your script. Out loud. With someone else. Role play.

    Just like an actor practices reading his lines so it sounds like he’s just talking naturally, THAT’S what you should do with a good script. Rehearse it to make it your own, because it’s vitally important that you sound as natural as when you talk.

Let’s Take It A Step Further

    Assuming that you’ve already practiced at least the introduction part of your script, let’s give it a vital boost. The next important thing you’ll need to do is give your voice a shot of ENERGY! The easiest way to do this is to STAND UP as you talk. This will naturally help tremendously. It’s so important to have some enthusiasm in your voice, because nobody likes talking to someone who’s about to put them to sleep. …Unless they’re paying a hypnotist, and that’s not what we’re doing here.

The Ingredients of This Recipe

    Just like cooking anything tasty requires that you have the right ingredients, there are a few qualities of your voice that you’ll need to cultivate in order to have maximum effectiveness. If you fall short in any of these categories, it drastically reduces your chance of success here. 

These Essential Qualities Are:

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

The Main Idea

     The Main Idea here is that you have GOT to SOUND like someone who is worthwhile for them to talk to, and that needs to be done within the first FIVE seconds of you starting to speak.  Quite simply, you’ve got to come across as someone who is competent enough to HELP the other person accomplish their goals, solve their problems, and take away their pain. 

    This is probably one of the main reasons why so many people get shut down so quickly on the phone. A close second is because they either don’t have a qualified prospect (whether it’s timing or just not a good fit) or they don’t know how to properly present their solutions. 

    If you don’t sound like someone who can do that for them, then guess what? Subconsciously, your prospect may just tune you out and casually disregard you. Or worse – they just won’t respect you enough to want to listen to you.  Either way, you’re toast.

So… How Do We Do That?

    How we accomplish this is actually very simple. But it will require a few things from you. The first thing is that you’ve got to WANT to get better. If you think that you’re already perfect the way you are, you probably aren’t. No offense, but to quote Dr. Phil, “How’s that working out for you so far?”

    The second thing you’ll need is to BELIEVE that you can learn and improve this skill to the point where you’ve got it down cold.

    And finally, you’ve got to put the work in to get great at this. Yes, that means practicing, just as we had mentioned earlier in this article.

    Your goal is simple: Develop your voice and style so that you come across as a sharp, enthusiastic, and credible expert at what you do… someone who is worth listening to. Tighten it up by practicing as much as you can so that you’re able to do this within the first FIVE seconds of talking with someone. 

    I know, I know… This might be hard for you to believe you can do this, especially if you’re so used to doing things your way, with your own style. And I get it – it can be hard to change, especially if you have a few years on you. But by now you should be asking yourself a very important question…

“What’s In It For Me If I Do All That?”

    Anytime you want to make a change or do something different in your life, you’ve got to ask yourself that valuable question. After all, why should you put the work in if it’s just not worth it, right?  Fair enough. So I’ll answer that by telling you that developing this skill is SO worth it! Just by being aware of how important this is, you’re already ahead of the game. 

    As you continue to master this vital skill, you’ll be WAY ahead of the competition. People will want to listen to you more. You’ll gain more credibility, so they’ll believe you as you present your solutions. Deals will be easier to find and negotiate. Life will just get easier AND you’ll have more fun!

What Happens If You DON’T Learn This?

    Now that you’ve seen the positive, let’s look at the negative. If you don’t learn and master this skill, what happens? Well…nothing! Nothing will change. You’ll continue to get the same results you’re getting now. Hey, if you’re happy with the way you are, why change, right? 

    But if you’re ready to step up your game…if you’re ready to stop getting rejected so quickly… if you’re finally ready to start hearing people be interested in what you have to offer, then maybe it’s time you get busy and start leveling UP your skills in this department!

Let’s Try That Call Again

    With all this in mind, let’s go ahead and call that same man from the beginning of this article again. Only this time, we’ll do it the new way, using our freshly-acquired-and-honed superpower that will clearly demonstrate that you’re someone worth talking to…someone who can help them solve their problem of selling their house. Ready? Here we go…

The Phone Call, Revisited…

    “Hello?” The man answered the phone with a noticeable tinge of annoyance in his voice, fearing that this call would be just like the previous 14 conversations he’s already had today. He was beginning to feel that his phone number had a big target spray-painted on it for idiots and time wasters to call him.

    This time, when the voice on the other end of the line began talking, the man could sense that there was something different about this person. Within the first few seconds of the voice talking, the man could feel the energy, confidence, and authority of this person…right through the phone!

    The voice spoke, “Hi! Is the house you’re selling at 3451 Maple Leaf Lane still available?”

    The man replied, “Yes, it is. How may I help you?”

    With enthusiasm and confidence, the voice answered, “Great… I’m really interested! My name is Frank. What’s yours?”

    The man replied automatically, “John. Nice to talk to you, Frank.”

    Frank (the voice) answered, “The pleasure is mine, John! Are you the owner of the house?”

    “Yes, I am!” John exclaimed…

    In the back of his mind, John thought to himself that this might FINALLY be the conversation he’s been waiting for. This voice, Frank, really seemed to be on point with how he came across. And although he didn’t know what Frank was able to do yet, he immediately felt very comfortable talking with him, and subconsciously wanted to find a way to work with him!

What Happened?

    Within only a few moments, Frank had verified that the house was still available, got to be on a first name basis, and confirmed that he was talking with the right person – the owner!  What’s more, because of the quality of his vocal tonality, preparation for the beginning of this conversation, and overall skill, he was able to make a powerful subconscious impression on John the owner. 

    Can you see how such a simple foundation like this sets the stage for a MUCH better conversation? And can you see how it’s totally worth your while to level up on this skill?

    The only question remaining now is: What are you going to DO about it?

    Do you want to have the type of conversation with someone – and get the same results – as the person in the beginning of this article… or the END of this article?

    The choice is yours. All you need to do is follow the simple tips and advice already laid out for you in plain detail in this article. Once you start to improve, your life will never be the same. You’ll see. 🙂

    Remember, all it takes is FIVE seconds – to make a powerful first impression!
Ok, I’m going to start counting again… 1, 2, 3, 4, 5…

 

Until Next Time,

Tony Pearl

 

Copyright 2019 Tony Pearl | All Rights Reserved

 


 

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

 

 

  • November 16, 2019

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,
(
UPDATE: Now revised to: I’m hoping to “bump elbows” with you at an event soon),

Tony Pearl

P.S. UPDATE!!
I originally wrote this article in October 2019.
I’m now updating it in April 2020, in the middle of the Coronavirus Pandemic crap.

So much has changed in just a short time. SO, with this in mind, let me just update things a bit for you…
First, you MAY now be able to attend events virtually, without even leaving the comfort of your own home. No travel. No planes, trains, or automobiles. If that’s the case, GREAT! Take advantage and save yourself some of the associated travel costs. This is a fantastic opportunity.

HOWEVER…
Here’s a few things to keep in mind if you’re attending an event virtually so that you still get the maximum benefit:

  1. Attend the event AS IF you’re attending it live, in person. Take a shower. Be on time. Wear pants. 
  2. Follow the same advice I gave in this article – take notes. Have different pages for ACTION items, Resources, etc.
  3. Try to engage in the discussion. Submit questions you have if possible.
  4. Get some sleep, and NOT during the event! 
  5. Plan ahead & get yourself some 5 Hour Energy Drinks. Coffee is fine, too. Stay away from Red Bull (not healthy).
  6. Exercise in the morning and don’t eat carbs for lunch.
  7. Tell your family to leave you alone while you’re attending this event. Tell them that it’s just like you’re going on a trip, but it’s only for a few hours, and you’ll still be at home. 
  8. Finally, try to implement as much as you can during the event (on breaks or after the day’s activities are the best times).

So those are the new updated tips I have for you in the Coronavirus era.
We’ll have to make do until the world gets back to “normal” (whatever TF that means lol).

Oh, and I should say that if we still have to be “socially distant,” I promise to try not to be “emotionally” distant! 🙂


 

Practice Makes Perfect

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

by Tony Pearl             (UPDATED on 8 May 2020–Especially for iPhone users)


    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! These days, they pretty much come in 2 flavors: iPhone or Android. Personally, I have an Android (and love it). But don’t hate me if you’re an iPhone user/fan. Everyone else in my family has an iPhone, and I have to hear about it from them all the time! lol

    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,” or “Automatic Call Recorder.” It’s pretty easy & straightforward, but you’ll probably need to play with the settings to get it working just right for you. Quick Tip: Make sure you turn the call recording feature ON when you make your seller calls, then turn it OFF when you’re done. Otherwise, you’ll just record all your phone calls…and your phone will explode.

    Now if you have an iPhone, it’s not as easy. But I’ve got you covered!  Read this freshly-updated portion here…

UPDATE!: How To Record Calls on an iPhone

     It seems like SO many people (and so many of my students) have a stinkin’ iPhone these days. Unfortunately, recording calls on an iPhone isn’t as easy as an Android phone, because there’s no single app that works as easily. So if YOU have an iPhone, here are some solutions I’ve personally and painfully researched just for you, so that you don’t have an excuse not to record your seller calls. 🙂

    1. The first one used to work, but they’ve recently updated things, so while it might be working at the time I’m writing/updating this, it may or may not still be good when you get to it.  In any case, you can check out the Vonage app. Look for it in the App store.

    2. The next app solution was recently suggested to me by a student. This is a paid one, but it’s only about $29/year to record unlimited calls. Check out: https://www.tapeacall.com/

    3.  UPDATE! 8 May 20: Thanks to my student, Don Cromley from New Jersey, who found this iPhone app called Rev Call Recorder. Here’s the link: https://www.rev.com/callrecorder
You should also be able to find this in the App Store on your iPhone.

4. UPDATE! 24 July 20: Just found out that the Automatic Call Recorder (ACR) is now available for the iPhone! Tap here if you have an iPhone: https://apps.apple.com/us/app/automatic-call-recorder-acr/id1507135185

It is touted as “The only FREE and UNLIMITED call recording app! Rev Call Recorder is a professional iPhone call recorder that lets you tape your iPhone’s incoming & outgoing calls. After your calls, have the option to get your recordings transcribed for a low rate by a skilled human transcriptionist.”
A cool option is that you can opt to have any call transcribed by a human for cheap.
Other than that, it’s free!

    4.  The last solution I figured out on my own recently. It works pretty much the same way as the tapeacall previously mentioned. And there’s an extra step or two involved, but it’s free! Personally, I think this way is probably the best solution for doing what you need to do, so I’ll give it to you step-by-step…

  1. Go to: https://www.freeconferencecall.com  and make yourself a nice, FREE account.
  2. After that’s done, play around with it until you’re familiar with how it works.
  3. Whenever you want to record some seller calls (best if you just batch them all together), you’ll first call in to your conference call line and START RECORDING the call.
    You can optionally announce to yourself something like “This is NAME, and I’m making some seller calls on DATE. The first call is to SELLER NAME & ADDRESS.”
  4. Then you’ll look at your phone & tap the ‘ADD CALL’ icon you should see on the face of your fancy iPhone.
    You’re going to conference them in to your phone.
  5. Dial the first seller you want to call. When they answer, immediately tap the MERGE button on the screen of your phone and begin your conversation once the calls are merged together. TIP: Just say “Hello?” as soon as they pick up the phone, then immediately tap the Merge icon. This prevents the prolonged dead space so they shouldn’t hang up.
    Note that the calls can only be merged after that person picks up the phone. Hey, it is what it is.
  6. When you’re done talking with that seller, just tap the ‘Hang up’ icon for that seller ONLY. Don’t just hang up the phone, or you may lose your recording. Do it the way I just showed you, and…
  7. Go back to your Conference Call line. You may optionally announce the next call you’ll make. This will help you later to keep track of everything, so you can thank me later. 🙂
  8. Now simply repeat the process and call your next seller.
  9. Continue doing this until you’re all done calling all the sellers on your current list.
  10. When you’re finally finished, simply go back to your conference call line and announce something like, “This concludes the seller calls for DATE,” and end the recording by punching in the right keys.
  11. UPDATE: Ok, here’s some more good news! I just found out that they now have an app! For more info, go to https://www.freeconferencecall.com/apps and choose the iPhone app, obviously, and just go from there. Or you could just go to the App store & search for the FreeConferenceCall.com app.
    Hopefully, this will make things a lot simpler for you. But since I haven’t tested this, I can’t tell you for sure. 

    And that should do it for you to record your calls using an iPhone!

DISCLAIMER: Be sure to be aware of the laws in your state regarding one or two party knowledge on recording calls. A quick Google search should reveal the answer you need. And if your state IS a two party call state, just say, “this call may be recorded for quality assurance” at some point early in the phone call. Most people are programmed to go in to a trance when they hear those words, so it won’t much matter to you. TIP: Have a smile on your face when you say it.

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?

    How to share your call recordings with me?
For an Android phone: The app should have a built-in way of sharing any recording you want to share.

Share Icon–Tap this to share a file/call recording.


Just look for the “Share” icon within the app itself. It looks a little something like this:   

 

Then you can just email that to me.

    For an iPhone: If you use the FreeConferenceCall.com solution I provided here, you can simply login to your account and look for the history of your call recordings. Find the one you want and just SHARE the LINK to grab it. If there are a few calls in the recording, just let me know WHEN the call you want me to critique starts. Ex: “Please critique the call that starts at 14:05 of this link: www.linkfortherecording.com” and just email that to me. No file uploads needed!

    Hopefully this helps you not confuses you.  If it’s too confusing, don’t worry. Technology just isn’t so easy for a lot of people. If that’s you, then just focus on making the best calls you can, and we’ll just discuss and role play in your mentor call. I’d rather have you focus on that than go crazy trying to figure this out.  🙂

    Let’s keep it moving…

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 2019-20 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!  

 

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!  

 

 

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