Category Archives for "Sales"

“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,

Tony Pearl


 

  • October 19, 2019

Practice Makes Perfect

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

by Tony Pearl


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

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

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

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

The Number One Problem Most New Investors Have

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

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

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

The Biggest Mistake Most New Terms Investors Make

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

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

The Fastest & Easiest Way to Get Good At This

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

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

How to Practice

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

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

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

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

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

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

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

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

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

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

Essential “Secret Sauce” Tip You MUST Use:

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

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

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

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

How To Record Yourself & Your Calls

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

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

The Final Secret

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

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

Current MENTOR Student? Then You Have THIS Bonus!

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

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

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

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

Want a Top 10 List?

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

The Top 10 Mistakes When Calling Sellers:

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

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

Looking Into My Crystal Ball…

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

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

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

 

Until Next Time,
Tony Pearl

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


Copyright 2019 Tony Pearl | All Rights Reserved

 

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

 

Do You Like S&M?

PEARLS OF WISDOM,
by Tony Pearl

“Do You Like S & M?”


So… How do you feel about S&M?

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

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

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

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

    

We’ll Start With Marketing

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

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

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

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

 

Now, Let’s Talk About Sales

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

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

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

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

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

 

Better Than Peanut Butter & Jelly?

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

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

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

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

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

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

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

 

Think of it as a One-Two Punch

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

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

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

 

Final Secrets…

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

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

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

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

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

 

Until Next Time,

Tony Pearl

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

Copyright 2019 Tony Pearl | All Rights Reserved

 

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

 

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!  

 

 

Two Types of Offers You Should Know About

    In this article, we’re going to discuss something VERY important for you to know when it comes to making offers. Once you grasp the EASY strategy here, you’ll be able to make offers just about anytime, anywhere…without facing or feeling rejection or any negative feelings most other people often associate with this part of the business. In fact, I’m going to do like I always do – make this simple, easy, and FUN to use. Best of all, you’ll be able to put this to use right away, starting TODAY if you like!

    Ready? Let’s go…

Are You Scared to Make Offers?

    Let’s face it – When we’re asked how many offers have we made lately, we feel ashamed, because many people just DON’T make offers. And that’s why they often struggle or don’t succeed at first. And as you should know by now, “If you ain’t makin’ offers, you ain’t makin’ money!” That’s what one of my early mentors taught me.

    But why be scared? It’s actually really easy… once you really know how to do it the right way.

The OLD Way of Making Offers:

    Before we get to the right way that we make offers now, let’s take a quick trip down Memory Lane…

    Making offers used to be kinda hard. Especially for ugly houses. Many investors would go to the house themselves to personally inspect it. They’d take their tape measure, note pads, materials estimation lists, etc.  Then they’d go get 3 estimates for repairs from different contractors (often a good idea – but not in the early stages of making an offer!).

    Then they’d crunch their numbers, double check the formula, make sure all the “i”s were dotted & “t”s were crossed, and work out an exact, specific number to offer.

    By the time they were finally ready to think about making an offer, another investor had already come along and scooped up the deal because that first investor took too long! Classic definition of ‘you snooze, you lose,’ right?

    Plus, I think we can agree that this is an awful lot of work to do just to make an offer, right?

    Surely there has to be a better way! (Don’t call me Shirley)

The New/Right Way to Make Offers

        Thanks to a some relatively new understanding and breakthroughs in sales & psychology, we have practically perfected some amazing new ways of making offers to sellers… or buyers… or private lenders. Or anyone, actually! This “New Way” of making offers is a LOT easier & more fun. Plus – let me remind you of my original promise – it’s a lot more fun, too!

    The way I like to think of it is if you divided this “New” way into TWO parts.
And the FIRST part sets up the SECOND part…

1. The “Soft” Offer

    A SOFT Offer introduces an idea or Concept to the prospect to see if they like it.
It’s a simple way to prepare them for the next type of offer (below).

    As I wrote in the article, “Baby Steps to Success,” we don’t always want to just jump right in to making an offer with many sellers or prospects. It really depends on a few things, such as how much rapport you have with them, what stage they are in the sales process, and your own individual skill, experience, and confidence levels.

    Just like going on a date, it’s often better to find out what they want, then give them a TASTE of what you’re offering, gauge their understanding and interest levels, and proceed accordingly.

    For example, if you’re talking with a seller, and you find out that they’re selling their beautiful $1.2 Million dollar house because they want to downsize & move to Costa Rica to retire, you wouldn’t just jump in and say, “I’ll pay you $400,000, cash, close in 21 days. Take it or leave it!”

    That would be like going on a first date & telling them that you want to get married & have 3 kids…and you’d like to start tonight!

    No, rather than trying to shove your offer down their throat, you’d be much better off by first taking a couple of minutes to find out what’s important to them, and what they want out of the situation. We like to call this finding out their “needs & greeds.”

    After that, we look to find out what they’d be open to doing by presenting them with a CONCEPT of what we can do for them, along with a couple of benefits that fit their needs. 

    Here’s an example. Let’s use that same scenario of the $1.2 M house where they want to retire in Costa Rica (nice!)…
Suppose you said something like this, “Since you’re moving to another country, it sounds like you’ll probably want to have some cash flow coming in so you don’t have to worry about your living expenses there, right? What if there was a way that you could get some great monthly income from this house for a while, and then get a big, fat check some time after that? Is that something that might work for you?”

    Here’s another, more common way of basically saying the same thing, but in a way you’ll probably use yourself for a long time. This is a great way to introduce the IDEA/CONCEPT of a seller taking TERMS for a while:
“What if there was a way we could buy your house at a price that works for both of us, close whenever it’s convenient for you, and make this a really easy transaction so you can move on with your life & not have to worry about this house any more. Would that work for you?”

    When they say yes, you continue by saying, “Well, we can definitely do that! The only thing we would need to know is if you could take payments on your house for a little while until we’re able to get you fully cashed out. Is that something we could discuss?”

    Boom! Do you see how that introduces the foundation CONCEPTS of the main things we can do for them on a terms deal?

    This is a simple example of making a SOFT OFFER. Remember that a Soft Offer is where we make an offer by presenting a simple CONCEPT or IDEA of what we can do, then listen to their reaction/answer, and go from there.

How Did They React To Your “Soft” Offer?

    After you present your simple concept (another ‘baby step’ in the right direction), you’ll need to LISTEN to how they react and go from there. If they do NOT like that idea, no problem! Just present them with another idea or concept and do the same thing. If you run out of ideas and they don’t like anything, they’re probably not motivated and this most likely isn’t a good fit for them at this time…  Which is fine! In fact, MOST sellers you talk to will probably fit in this category. 

    But here’s the GOOD news! You’ll find out EARLY. You won’t be wasting your time. You won’t be begging, or trying to ‘convince’ anyone of anything! You’re simply presenting an idea and seeing if it will work for them or not.

    Another way of putting it: You’re giving them a ‘taste’ of your cooking and seeing if they like it. If they don’t, offer them something else until you find something they like or it’s determined that they just don’t like your cooking.

    NOW, if they DO like what you have to say, then you’ll continue to work your way towards…

2. The “Hard” Offer:

    A “Hard” offer is one where numbers and timelines are named. This is where the rubber meets the road. This part can be frustrating for some – until they master the art of doing it the right way. 

    For the sake of comparison, let’s go back to the ‘Old’ way of doing it for a moment. This is where YOU have to do all the heavy lifting of crunching numbers and present them to the seller for their consideration and approval. Then hope that they either accept or counter to continue the game.  We’ve already been through the pain of that, and how this is probably the wrong approach to take for the right prospect.

    Of course, if this prospect is NOT ready to do business, there’s nothing wrong with throwing out 2-3 offer scenarios for them to consider, then follow up with them later.

    Now let’s look at the NEW way of making an offer to the right prospect. Once we’ve introduced the SOFT offer (concept of terms, for example), we now move to working on negotiating a HARD offer, where we start to work out the numbers of buying their house.

    What are the ‘numbers’ we use? It’s simple. As I wrote in my other article, “The 5 Points of Negotiating a Terms Deal,” we’re going to look at:

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

How We Negotiate a Killer Deal

    Now that we have the WHAT out of the way, let’s look at HOW we do it…

    The simple idea is that we want the SELLER (Prospect) to make US the offer! How? By ASKING! We simply ASK them what they’d accept, and we present it in a way that works best and easiest for us. I’ve found that the best way of doing that is to present the questions in a way that gives the prospect the maximum benefit for them for the best price for us.

    For example, when it comes to Purchase Price, you could ask this (pay close attention here)…
“So, if we could buy your house as-is, close whenever you like, and make this a really easy transaction for you, what’s the least you could accept for your house?”
Do you see how that works? We give them 2-3 benefits, then ask the question so that we get THEM to name the lowest price!
Just make sure the next question you ask them after they answer you is, “Is that the best you can do?” 🙂

The Easiest Way to Buy Houses With NOTHING Down

    Immediately after asking that question, you’ll want to move on to the down payment. Let me share my KILLER way of asking the magic ‘nothing down’ question. This just WORKS – almost every time. Check this out…
“Ok, well, if we’re going to pay you a high price like that, we usually buy for nothing down. Ok?”

    The KEY here is to ask that question with a vocal tonality of… you just expect them to agree & say “ok.”

    I believe I’ve already covered the rest of the questions in that other “5 Points” article, so if you want more, just check that out.

A Killer Tool To Use For This

    Remember that you already have access to my “Closing Call” Script & Form to use whenever you like (as long as you’re logged in to the site, of course). That’s a POWERFUL way of using exactly what we’re talking about here.
PRO TIP: Use that tool for your first 10-20 live seller prospects (and to submit your closing call leads to me for joint evaluation). It shouldn’t take you long to get comfortable with this process. THIS is a killer short-cut you can take now to help you get early success in this business.

Another Killer Tool To Use

    So now that we have the NEW way of making a Hard Offer understood, let me share something else with you. This part is optional, but you’ll definitely want to check it out.

    As we’ve already discussed, we want to use the techniques discussed in this article here for TRUE prospects – the ones with whom we may be able to do business TODAY. If you’ve read my article “The Art of Prescreening,” you remember that we have THREE types of sellers: Suspects, Prospects,andProjects. If you’re dealing with a true Prospect or Project, you’ll definitely want to use the techniques discussed right here. However, if you’re dealing with a Suspect – someone who’s NOT ready to do business today or any time soon (the ones that want full price, all cash now), you have absolutely nothing to lose by still getting something in front of them and making a few “test” offers. You’d then follow up with these people later on to see if time & circumstance have changed their minds yet. And you’d be surprised how often they do!

    For those people, what if there was a way you could get them some powerful information that will help give you ‘another turn at bat’ for when you follow up later? What if you could give them not ONE, but THREE offers for them to consider? Do you think that might help open the doors for you to possibly do business with more people?  Your answer should definitely be ‘Yes!’

   So, if that sounds good to you & you’d like more information on this killer tool that I’ve personally developed, feel free to check that out by clicking on this link: 

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

 

Wrapping This Up

    Now you know the two types of offers that will help make your real estate business life a LOT easier:
Soft Offers to set up Hard Offers.  Step One sets up Step Two. That’s why I used the picture of the footsteps for this article.    Remember to use the idea of introducing a CONCEPT to your prospect, then see how they react to that, and act accordingly. If they don’t like it, move on. If they do like it, continue in that direction.

    And if they DO like it, then you do the best you can to transition from the Soft Offer to the Hard Offer, where you negotiate the numbers of the deal.

    Finally, we use the idea of ASKING the prospect to name the numbers so that THEY make US the offer. This makes OUR job a LOT easier – and a LOT more FUN! (Promise made – promise kept)

    Hey, I’m giving you the main ingredient of my ‘secret sauce’ recipe here, so please give it the consideration it deserves. 🙂

    If you’ve read all the way to here, you should have ideas bouncing around in your head right now! That’s a beautiful thing.

    NEW Feature: I’m opening up these articles to let YOU share your thoughts & ideas right here! Look below – there should be a place for you to share your feedback on this article. What do you think? What was the biggest idea or takeaway you got from reading this article? HOW will you put what you’ve learned here into place?  How many more offers do you think this will help YOU make? Share below!    Thanks for reading, and I truly look forward to hearing from you on how these techniques work for you because of all the easy offers you’ll now be able to make!

 

    Until Next Time, Here’s To YOUR Success!

–Tony Pearl


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

Jay Conner Interviews Me!

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


In this post, I have something very cool to share with you.
Just recently (late April 2019), I had the pleasure of being interviewed by the one & only Jay Conner!
He interviewed me for his podcast.

I swear I’ll have to start me one of those podcast jobs soon! But until I do…

Here’s what you’ll discover in this great interview:

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

So check out this powerful interview by watching the video below…

Jay Conner Interviews Tony Pearl

 

Quick Note: For some crazy reason, Jay decided to title the video “Salsa Dancer, Tony Pearl, Closes 160 Real Estate Deals”

If you’re wondering what the heck that means, it’s a reference to my previous career as a Ballroom & Latin Dance Instructor & Competitor. Yes, that’s what I used to do for a living in case you didn’t know. Even though I am a certified high-level instructor for all the dances you see performed on “Dancing With The Stars,” Jay chose to call me a Salsa Dancer. Not sure why, but maybe because it’s such a sexy dance! 😉

Anyway, I hope you enjoy the video. There’s a LOT of really powerful information in here that I give away, so it’s well worth it!

 

Put this to good use,
-Tony Pearl

 

 

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