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Your Tone of Voice

“I Can Tell By The TONE of Your VOICE!” Aka Ninja Influence,
by Tony Pearl


    In our last article, we talked about the words we use and how powerful they are.
This time, we’re going to take it to the next level.

   So there’s a famous study that was done a while ago by Dr. Albert Mehrabian, that showed that only 7% of our communication is conveyed through words, 38% is from our vocal tonality, and the rest (55%) is through ‘nonverbal elements,’ such as your posture, gestures, and facial expressions.

   Based on what I wrote in my last article, “The Words We Use,” I believe that our words represent a lot more than only 7%, but that’s not what this article is going to be about. No, in this article, we’re going to get into that other stuff – specifically, the Magic of Tonality – HOW we say what we say.

   Call me crazy for trying to write about something you HEAR.  Obviously, this would be a lot easier for me to demonstrate in a video, or on an audio recording. But we don’t have that luxury here, so I’ll just have to flex my writin’ skills!

    Have you ever watched a movie in another language that you didn’t understand? With no subtitles? If you watched the actors closely, you almost didn’t need a translation of what they were saying. You can tell by the tone of their voices who’s angry with whom, who’s jealous of someone, who wants to kill the other guy, or who wants to jump someone’s bones!

   There’s a funny scene in the famous 80’s movie, “Ferris Bueller’s Day Off,” where a history teacher (played by Ben Stein) is trying to teach a class of uninspired High School students about economic policy. Not the most exciting, sexy subject to teach, but he made it exceptionally boring by the way he used his voice! He had a flat, monotone style that had very little to no inflection whatsoever.  The result: Everyone was asleep or looking at him cross-eyed, because they were so bored! Don’t be that guy.

   The right speaker can take something boring and turn it into something exciting, while the wrong speaker will do the exact opposite. And when you take something that’s routinely boring AND you add a boring person… you get your High School History teacher! (no offense to real History teachers–they’re the best!)

   What makes a speech interesting? What makes it hard for you to tear yourself away from a good performance by an actor, or a powerful motivational speech by someone?  Is it just the subject matter? Or simply the words they use? Probably not.

   No, chances are that when you’re riveted to someone speaking – about anything – you’re probably interested because of the emotion, tonality, and vocal inflection of their VOICE!

Check Your TONE, Tone! (Tony)

   What the heck is vocal tonality? Well, it’s obviously the tone of your voice.

   But it’s really a lot more than that. Just by injecting the right emotion into your voice, you can drastically change the entire context and meaning of what you’re saying. You can have a commanding tone. Your tone can be fearful. Or angry. Happy. Or sad.

   One of my favorite tonalities to use is one of curiosity. It’s so FUN to use a ‘curious’ tone when talking with someone – especially in a sales situation, because it really engages the listener and activates some really cool psychology. Try it!

   Here’s a little pro tip, combined with a mini script that gets great results in real estate investing. The next time you’re talking with a seller about the possibility of doing a terms deal, say this next line with a curious tone when you want to introduce your objective: “What if there was a way that we could…” (then state what you want to do)

Look In The Mirror To Check Your Inflection

   The next technique is vocal inflection. That’s where we change the pitch or tone of our voice in order to emphasize certain words to stress their importance. It’s easy to do when writing – just italicize a word. Or put it in ALL capitals. Or make the word you want to stand out in bold.

   But when we’re talking, it’s important to occasionally emphasize a certain word in your sentence in order to not only get your main point across, but also to vary the tone of what you’re saying so that it’s more engaging to the listener.

   For example, say this sentence out loud: “Bob thinks he’s a genius.” See how we emphasize the word ‘thinks?’  Now say the same sentence, but emphasize the word ‘genius.’ And one more time, but now emphasize ‘Bob,’ or ‘he’s.’

    Now ask it as a question!  See? Totally different meaning every time!

How SLOW Do You Go?

   Next, let’s talk about CADENCE. This is the speed at which you talk. Do you talk at the SAME speed all the time? Or do you occasionally speed it up & slow it down?

   A good example of when someone might slow down what they’re saying is when giving instructions to someone else. We slow down because we want to make sure that we…are…completely… understood. We usually slow down for emphasis on important ideas, and speed up on most other things.

   Most of us never ever even think about these subtle little conversational nuances, let alone use them in our everyday conversations. And most people just take how they talk and communicate for granted every day. But once you understand these little secrets, you’ll quickly start to see why some people are pleasant and effective communicators, while the rest…? Not so much.

Loud & Proud? Or Quiet As a Mouse?

   Finally, let’s talk about VOLUME. Sometimes, you have to scream and shout to stand out, no doubt! Other times, the best thing you can do is barely whisper your ideas. Which is more powerful? It depends! There’s a time and place for each of those.

   But I’ll give you something to consider. If you really want to draw someone in and get their interest, try lowering your voice so that they can barely hear you. Then tell them something important and interesting. I can almost guarantee that you’ll have their full attention – especially if you sprinkle in the right emotion & tone in there! #Powerful

   Before we go any further, I should point out something important: These ‘powers’ can be used for good or for evil. Should you become interested in learning more, then eventually commit yourself to mastering this craft, you’ll be able to understand how people use their voice to influence other people by speaking directly to their subconscious mind. This is the part of our brain that determines how we feel, think, and act about things – without even realizing it!

   But for now, just be aware. Start by listening for how the actors talk when you watch a movie. Or listen to a news reporter (they’re especially evil these days!) if you have to. Just stay away from CNN!

   HOW you use your voice will have a LOT to do with how successful you’ll be.  So if you really want to have success, and part of that relies on speaking with anyone, you’re going to need to master these skills the best you can.  And one of the best ways to do that is to model the most successful communicators. Especially salespeople. Sell or be sold.  That’s your choice.  

Now That You Know…

   And now that you know how the game is played, you finally have the power to choose which side you’ll be on – The boring old way most people talk, or the fun, new way that gets results. Choose wisely, my friend.

   So there you have it! When you use the right words and combine them with great vocal tonality and inflection, and then infuse the right emotion, you’ll have the raw tools needed for some incredibly dynamic and powerful communication. Using these techniques properly, you’ll be able to influence just about anybody you talk to – often without them even knowing what you’re doing. Yes, this can be used for dealing with anyone from sellers, buyers, and bankers to brothers, mothers, your kids, etc.

   The bottom line is that you’ll be able to get BETTER results – easier and faster than you ever thought possible. This means more money with less work & effort.

    The icing on the cake is that this is super FUN, too!!

   Please use these new ‘super powers’ responsibly. For good. Because if you don’t, you’ll have to listen to Ben Stein teach you all about ‘voodoo economics,’ and that’s just not sexy at all. Bueller? Bueller?

   

Until Next Time,
Tony Pearl

    Oh, and if you haven’t already done so, please Read Part One of This Article, “The Words We Use

 

Copyright 2019 Tony Pearl | YourRealEstateCourse.com | All Rights Reserved

  • April 22, 2019

The Words We Use


STOP What You’re Doing and Read This. I Promise That it’s Worth it.

   You have more power in you than you know. Right now, you have the ability to change someone’s life, starting with your own. And starting now – in this moment – you’re about to learn some secrets that can produce powerful results for you.

   The “Big Secret” is this: The words you choose to use every day are vitally important. To you and everyone around you.

   Words have power. They have the power to uplift. They have the ability to motivate, to inspire, to elicit emotion. Words can make someone laugh, cry, or smile.

   For example: A horse walks into a bar. The bartender says…
“Hey buddy… Why the long face?”     LOL

See? Of course, words can also make you roll your eyes at a horrible joke like that!

   But just the opposite is true. Words can also make someone angry, feel insulted, or motivate someone to do something bad.

 

“Handle them carefully, for words have more power than atom bombs”

-Pearl Strachan

 

   There are a few things that factor into how words are used. The first thing that comes to mind is: Intention.

    What do you intend to say with your words? What feeling would you like to elicit from the listener or reader? What action would you like them to take when you’re done? Are your intentions good, bad, or indifferent?  It’s amazing how few people take that into consideration before communicating, just as it’s amazing how many people seem to talk just to hear themselves talk, as if they think they’re getting paid by the word!

   Most engineers know that awareness of a problem is half the solution.  So how do we know if we even have an issue with our communication? Simple. How do people react to what you say?  Are they bored? Are they adversarial? Do you make people angry or uncooperative? Or do you inspire people and make them happy to be around you and want to work with you?

   Here’s a real estate example: When you’re talking to a seller, do they usually answer your questions? Or question you? Do most sellers tell you how much they still owe on their existing loan or do they resist by telling you it’s none of your damn business?

   If they usually don’t want to answer, it could either be because they’re just not motivated, or it could be because you’re not asking in a way that makes them feel comfortable enough to answer you accurately.

   It could very well be the words you’re using or how you’re asking them.  

   Consider the situation and nature of the conversation you’re having with someone. If you’re talking with someone who’s skeptical, suspicious, or just doesn’t trust you yet, it should go without saying that if you’re not able to put them at ease and feel comfortable discussing things with you, you’re just not going to get very far with that person at all!

   So how do we begin to help someone open up and begin to trust us? How do we bridge that gap of communication?  By taking small steps. By speaking the truth, and by using the right words that help our cause.

   Here are some examples of the type of language needed in situations like that…

   If someone is resisting you, you’ve first got to use words that acknowledge that you can relate to them and their situation and that you’re not judging them. Meet that person at the place/level where they are before you take them to where you want to go.

   Words that are best for this include “I appreciate and…” or “I respect and…” or “I agree and…” For example, “I respect you for bringing that up and…” or “I can appreciate that this has been challenging for you and your family, and…”

(Notice the use of the word “AND” rather than “BUT”)

   When you use this type of language, you will break down the walls of resistance, because the person with whom you’re communicating will feel understood and respected, and will therefore want to starting working with you, rather than against you.

   In other words…

“Seek First to Understand, Then to Be Understood.”

   By the way, the exact same ideas & language works with the people with whom we already have relationships (or want to have relationships with) as it does in business!

   Now that you know about how important the words we use are in our everyday personal and professional lives, you’re partway there to becoming an extremely effective communicator, master influencer, and more dynamically powerful individual!

   But wait…there’s more! Because just important as words are, it’s even more important HOW we use them!  So be sure to read my next article, when we take things to the next level and learn some real ninja communication tactics as we discuss HOW we use these words!

    Click HERE to read the Next part of this article, “I Can Tell By The Tone of Your Voice!”

 

Until Next Time,

Tony Pearl

 

 

Copyright 2019 Tony Pearl | YourRealEstateCourse.com  |  All Rights Reserved

  • April 15, 2019

The Five Steps of How We Buy Houses

Today, I’d Like to Break Down the FIVE Steps
of How We Do What We Do:
Buy Houses!


    I’m writing this for you because many times, new investors come in to this business wide-eyed and feeling absolutely overwhelmed with information.
    And I can certainly understand WHY! This business of creative real estate is HUGE, and we’re truly only limited by our imaginations, what we negotiate, and the law (of course).
    So I thought I’d take it upon myself to write this brief post to help clarify and simplify the process for you so that you can either eliminate or greatly reduce that ‘overwhelmed’ feeling.
    Another reason why I’m writing this: One of my lovely students just expressed some of that frustration in an email to me. (Shout out to Sally)
    If ONE person is thinking & feeling this way, surely there must be others that I can help here, right? 🙂
    So without any further delay, let’s get to it!
    What we’re going to cover here is, quite simply, the ESSENTIAL, BASIC breakdown of the WHAT and HOW we set up our business in order to do what we do to BUY HOUSES as a BUSINESS. 
This is in conjunction with how Ron has set things up. This is what is working for many people, myself included. So wake up here & take some good notes!
    As you (hopefully) know by now, everything really breaks down into FIVE Simple Steps.
Those steps are all listed below, and broken down accordingly for your convenience.
You may find further breakdown of each of these steps in the BLUE Menu on this site.
    For the purposes of extreme clarification, we’re going to look at each of those steps below.
This will allow you to see how they all work together as a whole in order to get you to where you want to be.
Here We Go:
The Five Steps To Success in Buying Houses

1. Generate Leads 

    This is done using various means, such as the Gold Club, Craigslist, Zillow, this Secret Source of Leads (Click Here), FSBO Signs, Yellow Letters, Referrals, Networking, Bandit Signs, etc.
You’re simply looking for people who have a house to sell. The house could be either Pretty or Ugly. 
But keep in mind that this is simply the Starting Point. 
It’s important to know that just because someone wants to sell their house doesn’t necessarily mean that it will be a good fit for US to be the one to buy that house.
    For more information on how to Generate Leads, look at Step One in the Blue Menu on this site.
    There are MANY factors to consider if we are going to be a good mutual fit to buy, and those factors are discovered and found in the NEXT step…

2. PRESCREEN the Leads

    This is done by getting the Lead/Property Info sheet filled out to gather the essential facts we need.
This is either done by YOU, your VA, or someone on your staff (in the future).
When this Lead Form is filled out, we’re essentially probing for flexibility and motivation on the part of the seller.
    If it’s an ugly house that needs a lot of work, we’re looking to get a LOW purchase price, so we’d need the seller to have price flexibility.
    If it’s a pretty house and we’re looking to work a terms deal, we’d like to get a YES to either ‘will you sell for what you owe?’ (if they don’t have much equity) or ‘would you take monthly payments for your equity’ (if they do have equity or own it free & clear).
    If they say NO to either of those questions, we consider it to be a ‘NO’ lead.
Regardless of whether it’s a YES or a NO lead, we (you) must still CALL (or text) them back and have a conversation to verify the information that was provided on the PI sheet (if the VA did it) AND see if we can get further. That part of the process is called a “Closing Call,” and is covered in the next step (#3, below).
Some of the MAIN things we’re looking to discover here are: 
-What is the seller’s situation?
-What are the numbers of the house?
-How FLEXIBLE is the seller to sell for a low price or to sell with TERMS?
-How MOTIVATED is the seller to sell at this time?
-If they don’t have much equity: Will they Sell for What they OWE on the house?
-If they own it free & clear or have a lot of equity: Would they take payments for a while until we get them cashed out?
–WHY are they selling at this time?
-What is the PAIN of their situation?
-Essentially: What are their NEEDS and GREEDS?
-This information is used to determine what TYPE of seller they are: Suspect, Prospect, or Project.
    For MORE Information on HOW to Prescreen Like a Boss, I happily refer you to Step Two in the Blue Menu on this site.
Be SURE to read my powerful article titled “The Art Of Prescreening” (Click on that link to open in a new tab)
    After you or your VA gather this info, we now move on to…

3. Construct and Present an Offer 

    This is usually initially done by going through a Closing Call with the seller and getting to the point where we are lightly negotiating a deal on the phone by finding out the answers to “The Big 4” questions, aka “The Million Dollar Script.” 
This is where we find out the answers to the questions we have about: 
a. The Price; b. The Downpayment; c. The Monthly Payment; and d. The Term (length of time) 
    We are really trying to find out:
-How REASONABLE are they with how they sell?
-Do they want too much for the house? Too much down? Too high a monthly payment? Or too short a term?
    The NEW WAY of negotiating to Construct and Present an Offer is brilliantly effective.
Although you’ll most likely need some intense additional training (provided in the mentoring program-just ask!) on how to do this properly, the basic idea of how it’s done is simple:
We ASK!
    Of course, the MAGIC is in HOW we ask – what specific WORDS we use, as well as our TONALITY of voice.
No worries. I’ll be helping you out with that.
    For more info on Constructing and Presenting Offers, look at Step Three in the Blue Menu of this site.
    However the call goes, we will look to…

4. Follow Up.

    Truthfully, it will be a rare thing that we’re able to negotiate a deal with the seller on the first call. It usually takes more than one conversation with a seller to be able to successfully work a deal. 
    On those occasions when we’re able to do that, and we like the answers we get (dealing with true Prospects), the follow up action we’ll want to take with those sellers is to get over to their house asap to negotiate a deal!
    For the rest (the majority) of the sellers we talk to, we’ll want to follow up by either sending them information and/or scheduling a time for us to contact them again to have another conversation.
    Remember that everyone’s mind will change with time and circumstance.
    Also remember that 80+% of the business we successfully do will come AFTER the 6th-8th contact/communication with someone.
    Due to these facts, it is VITAL that you continue to follow up with your prospects, suspects, and projects until they either sell to YOU or someone else (or just decide to not sell their house after all). Make sure you stay organized. You may use the Lead Tracking Spreadsheet provided on this site if you like.
    For more information on Following Up, you should already know to check out Step Four in the Blue Menu on this site.
   
    Once we finally get all that in place, we finish up with…

5. Close Quickly.

    This is simply where we get the agreements signed, check the title, and have a closing.
    Depending on the type of deal we’re doing, there may or may not be funds needed at the closing. 
    Quick Story: When I first got started in this business, we used to do “tabletop/kitchen” closings, where we often just had the seller sign all the paperwork right there at their house. We would bring in a Notary (or take them to one) to get those certain docs Notarized.
But those days are long gone, due to the fact that we live in such a litigious society, where anyone can sue anyone else for any reason whatsoever. 

    Because of that, what we now do is have the legal docs signed in front of a real estate attorney or title company, at their office.
    HOWEVER, that only applies to the FINAL docs that are needed.
We still have a few docs that we WILL have signed by the seller at their house!
    WHENEVER we go out to a seller’s house to meet with them, our intention is to have them sign the appropriate document(s).
    With that in mind, we will ALWAYS want to bring the following docs with us when we go to meet with a seller…
We want to bring (at a minimum) TWO BLANK COPIES of EACH of the Following docs:
1. A Purchase & Sales Agreement (aka “P&S”)
2. An Authorization to Release Information (in case they have a mortgage)
3. A Lease Purchase Agreement (for Buying. The shorter one – without the TOC)
    All of these docs are easily able to be found on the Contracts For Buying Page.
Make sure you also bring a crisp $10 or $100 bill to give the sellers as Consideration, aka ‘Earnest Money Deposit,’ so that your contract is considered to be legal.
    KEY: Our GOAL is to first orally negotiate a deal with the seller on either PRICE or TERMS, then put the details of what we’ve negotiated down on paper (contract), and get everyone to sign that Contract, either a Purchase & Sales Agreement or Lease Purchase/Option Agreement!
    After we’ve successfully gotten our agreements signed, we will immediately send that contract & instructions to our real estate attorney or title company to CHECK the TITLE of the property to make sure that we’re dealing with the right people AND to find out if there are any title issues, liens, etc.  That’s the first step of our Due Diligence.
    Should be obvious by now – if you want more information on Closing Quickly, check Step Five in the Blue Menu.
    Couple Quick Pro Tips to Keep in Mind: 
1. Getting a property under contract gives you the RIGHT but not the OBLIGATION to buy it.
2. Don’t worry if you don’t get everything perfect. You won’t, especially at first.
Remember that WE CAN ALWAYS FIX IT LATER!

To Summarize: There are FIVE Steps to Success in Buying Houses:

  1. Generate LEADS
  2. Prescreen the Leads
  3. Construct and Present Offers
  4. Follow Up
  5. Close Quickly
– And There We Have It! –
    The main secrets of HOW we do what we do have just been laid out for you in simple, succinct fashion right here.
And that’s all on the BUY side.
We’ll have the same 5 steps on the SELL side…just with different ingredients.

With that in mind, I strongly suggest you re-read this post now AND in the future whenever you get ‘stuck.’

    Now that you know this, there should be NOTHING to STOP YOU from getting out there and tearing it up.

    Just remember to touch base with me, your trusty mentor, if you need help.
And be sure to write a nice Testimonial as often as you like!

 

    Hope this helps you out.

    Until Next Time,

Tony Pearl

Copyright 2019 Tony Pearl | YourRealEstateCourse.com  |  All rights reserved
  • March 30, 2019

You Don’t Have To Have All The Answers…

“You DON’T Have to Have All The Answers…”
by Tony Pearl

 

    As a mentor of real estate investing, I hear it all the time.
A new investor/student asks, “What if a seller or buyer asks me a question that I don’t know how to answer?” Or “What if I don’t know what to say or how to answer someone’s question?”

    The subtext of what they’re really saying is “I don’t want to look bad or stupid or lose a really hot deal, so I’m just not going to make that phone call or talk to anyone until I know all there is to know, all the stars are aligned, and everything is perfect.”

    Look, I get it. No one wants to look bad. No one wants to feel stupid. And certainly no one wants to lose a truly hot and profitable deal that could turn your life around. But when you let FEAR hold you back from taking the action you KNOW you need to take (making calls, etc.), then Houston…we’ve got a problem.

    In this article, we’re going to briefly explore what’s really going on here, why it happens with so many people, AND – more importantly – give you a little secret that will make everything easier, more fun, and ultimately – a LOT more profitable for you! Ready? Keep reading…

    Everyone has to start somewhere. We’re all new at something at some point.  Because of this, there are a lot of skills that need to be acquired and mastered. There’s a lot of information to digest, and many times, there’s a LOT of information overwhelm that needs to be dealt with. When most people are confused and overwhelmed, they’ll simply shut down or go hide in the corner to “figure this stuff out” before they feel like taking action.

    Or if they do take action, they’re so afraid of making a mistake that they feel and act totally awkward when talking with people. They’re flipping from this script to that script, trying to find the perfect answer to whatever question might come up. And the end result is often pretty bad.

    But what if there was a different…a better way of thinking? An easier way of talking with people? Imagine for a moment the feeling of confidence you’d have if you knew that no matter what question someone asked you, you’d have a way of handling that question in a way that was not only easy and FUN, but also got you MUCH better results? Would that be of value to you?

    I assume your answer can only be yes, so let’s go ahead and dive right in!  Here’s the first lesson…

 

You Don’t Always Have to Answer Their Questions

    For some strange reason, we’re conditioned by society to feel compelled to answer someone’s question. But the last time I checked, there’s no law that says you have to!  Listen, sometimes the WORST thing you can do is actually answer someone’s question with a long, fully detailed response. Because once you answer, you’ve given them control of the conversation, given up your power, and lowered your status. And that’s not good.  Furthermore, once you answer their question, what do they always do right after that? Right! Ask you another question!  Remember: Whoever is asking the questions is the one who is in control of the conversation.  Here’s a better idea…

 

Sometimes, The Best Answer To A Question Is…Another Question!

    It’s called the “Hot Potato” (remember that game when you were a kid?), and it’s absolutely awesome! Let me show you an example of how powerful this is. Suppose a seller asks you, “How much time do you need to pay us off?”  Rather than you replying with, “Well, it all depends on how long our tenant buyer takes to go through the process of qualifying for his bank loan, and…” If you answer like that, YOU’RE DONE before you’ve even begun with most people.

    Here’s a better answer: “What’s the longest you could give us?”

Brilliant, right? Why? Because the pressure is back on THEM, not you. Just like catching a hot potato, you want to throw it right back at them. And that’s why it works.

 

The ‘Redirection for Clarification’ Trick

    Ooohhhh…this is a good one! Can’t believe I’m sharing this here. Ok, suppose your prospect asks you a question that you DO need to answer (hey…It could happen!). With your new training in place from this article, let me ask you something: Should you just answer their question & leave it at that? NO! The better thing to do is to briefly answer their question, and then… ASK THEM A QUESTION OF YOUR OWN!

    Example time: Seller asks you, “How much are you going to pay for our house?”

    Instead of just giving them an answer, why not say something like this, “I don’t know! I haven’t had the chance to see your house and do my due diligence yet. But let me ask you this… Suppose we can work out a price that works for you and for me so that we both get what we want here, is it possible we could do business together today?”

    Just try that out the next time a seller asks you that question, and watch the magic happen!  Can you see why this is golden material here? Do you think this will help you to feel more positive and more confident when you’re talking with your various prospects on the phone or in person?

    So let’s wrap this up by completing the title of this article with a personal quote I’ve been saying for years.
This is such a powerful idea, so please put it to good use:

 

 

“You Don’t Have To Have All The Answers.
You’ve Just Got To Ask The Right Questions!

 

Until Next Time,

Tony Pearl

 

Copyright 2018 Tony Pearl | All Rights Reserved

 

BIO: Tony Pearl is a writer, speaker, copywriter, mentor, marketer, coach, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD 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!  

  • May 3, 2018

How to Get FREE Leads Automatically From Zillow

    If you've watched the previous video I made that teaches you how to get Leads for FREE From Craigslist, this video will make a lot of sense. Even if you haven't seen that video, you'll still get a lot out of this! Ready, all right...

Let's Learn How to Get a Ton of FREE Seller Leads!

    That's what I have for you here today - how to get FREE Leads from Zillow.

    But I'll do you even better than that - I'm about to show you how to not only get FREE leads from Zillow, but I'll also show you how to get them AUTOMATICALLY!

    Sound great or sound great?

All Right! Let's Get Started!

    Use the simple method I show you how to use in this video to get all the leads you want, sent directly to your email inbox every day.

Use These Targeting Parameters:

Here are the suggested checkmarks to leave in place for finding the right list of sellers:

  • "Listing Type," "For Sale Section:" By Owner
  • "Potential Listings" Section: Make Me Move
  • Specify the Price Range you want.
  • Specify the number of bedrooms & bathrooms you want
  • Specify the Home Types you prefer.
  • When done with your search, click on 'Save Search'

?

    TIP: Based on experience, I'd recommend you first scrape a bunch of leads, then use the Lead Tracking Sheet I created for you. Get at least 10-20 leads together, then start calling and/or texting and/or emailing them. Then get the Property Information Sheet filled out. Now you have prescreened leads that you can follow up with!

    REMEMBER to Create and Log In to your Zillow Account FIRST so that you can SAVE your search criteria and have it sent to your email address automatically. 
Depending on your chosen market, you should start to receive regular emails quickly and consistently.

    REMEMBER - This is only The First Step: Getting Leads. Next, you or your VA will need to call/contact them to get the Property Information Sheet filled out, then test for motivation, flexibility, etc.

Now go put this powerful tool to good use...
It should only take you 10-15 minutes!


  • October 30, 2017

How to Get FREE Leads Automatically From Craigslist

If you want to have success in this business of real estate investing, one of the most IMPORTANT things you absolutely MUST have is LEADS...LOTS of Leads.

And what better way to get them than FREE, right? Right!

That's what I have for you here today - how to get FREE Leads from Craigslist.

But I'll do you even better than that - I'm about to show you how to not only get FREE leads from Craigslist, but I'll also show you how to get them AUTOMATICALLY!

Sound great or sound great?

All Right! Let's Get Started!

Use the simple method I show you how to use in this video to get all the leads you want, sent directly to your email inbox every day.

List of Keywords & Negative Keywords to use (or not use)

Here are a few keywords and parameters for you to play with when you create your search criteria (use these to narrow or expand your search):


  • Motivated
  • Must sell
  • Needs work
  • Desperate
  • estate
  • probate
  • handyman
  • -agent
  • -apartment (or -apartments)
  • -condo (or -condos)
  • -land
  • -broker

Here, I'll make it easy for you, you lazy bastard!  🙂   Just copy & paste this into Craigslist if you like.

Note: This list is usually associated with the "junkers/ugly house" side of the business. So you might want to create an automatic search JUST for this stuff & another one for the pretty houses. Yes, you can do that. Here's your list:

motivated seller, need to sell, must sell, need cash, cash only, probate, estate, estate sale, desperate, desperate seller, must sell fast, quick sale, needs repairs, handyman, fixer, rehab, investor special, priced to sell

REMEMBER to set up your Craigslist Account FIRST so that you can SAVE your search criteria and have it sent to your email address automatically. 
Depending on your chosen market, you should start to receive regular emails quickly and consistently.

REMEMBER - This is only part one. Part two is for you or your VA to call/contact them to get the Property Information Sheet filled out, then test for motivation, flexibility, etc.

Now go put this powerful tool to good use... It should only take you 10-15 minutes!


  • February 17, 2017

A Little Motivation For You!


Even The Best of Us Need a Little Motivation From Time to Time...

I have a little bit of motivation/inspiration for you today,

courtesy of... BRUCE LEE!!


That's right. Bruce Lee.

Why? Because he's awesome.

You'll see why he was so awesome in a sec...

But seriously, I have a quick video I'd like you to watch.

The link is below, but first - keep reading so that you can have the right context.

The reason I'd like you to watch this 3 minute video is because he has a very valuable lesson in here for you.

Well, that and because it's just a cool, kick-ass video & I wanted to share it with you.

You see, many times we're so much "in our heads," thinking about all the things that could go wrong... or what to say next.

I'm primarily referring to: TALKING TO SELLERS!!!!!!

But it could be for ANYONE with whom you're talking...

Buyers, agents, loan officers, appraisers, your kids, or even your rich Uncle Bob that you'd like to groom as your private lender.

Whomever... Whatever.

Ideally, we need to be "in the moment" when talking with someone.

Just focus on having a conversation with them...while you get some important questions answered. 🙂

You want to be fluid, relaxed, and able to go where the conversation needs to go...while still maintaining the course of desired action.

In other words, you want to "be water, my friend."

And now, it's time to watch your video! So sit back & enjoy this:








And always remember to...

Sorry... I couldn't resist!!  😉

  • February 16, 2017

The Art of Prescreening

by Tony Pearl



    In this article, we’re going to be discussing one of the essential skills you must possess if you’re going to be successful in this real estate (or any other) business.  When you master this skill, you’ll be MUCH more efficient with your time, reduce frustration & anxiety, and keep your self-respect and motivation.  Sound good?  

Of Course, I’m Talking About How To Properly Pre-screen People.


   We all know that the first thing we need in any business is LEADS - People who have raised their hands to signal that they’re interested in either our product or service...or are at least interested in getting more information about it. In real estate, this could simply be a list of people who either want to sell their house or buy a house.

    There are many sources for these leads - you can either find, buy, or create them...but that’s a topic for another article.  For now, we’ll just assume that you already have several leads, and you just need to find out if you can do business together.

    And this is where a LOT of people have challenges.  The problem is that most people mistakenly believe that they have to convince people to do business with them! However, nothing could be further from the truth. I’ll let you in on a little secret...

    The truth of the matter is that we’re not going to convince anyone of anything. Instead, it’s our job to sift and sort everyone we talk to so that we correctly identify only those people who are flexible and motivated enough to consider other ways of getting things done...And whack the rest at lightning speed! But in order to do that, we need to know:

The Three Types of People


    Did you know that there are only three types of people? Well, of course there are many more than that, but for our intents & purposes, we need to only concern ourselves with these three:

  1. The SUSPECT
  2. The PROSPECT, and
  3. The PROJECT.
  1. The Unmotivated, Disqualified, Time-Wasting SUSPECT:

    You know the type. These are the sellers who ONLY want full price, all cash, and don’t even want to think about anything else. These people will waste your time, suck all the life & motivation out of you, and almost make you want to quit. Unfortunately, these are going to be the majority of people you talk to. 

    How To Identify Them:? ???Someone in this category would say something like “Oh, we wouldn’t do anything like that,” “We don’t need to sell,” or “Yeah, we’re just testing the market to see what people are willing to pay."

    How To Deal With Them: Identify early & get out fast. OPTIONALLY: If you had a good conversation & think there may be a reason to follow up later, you can send them some information (or use the Fast Offer Generator) and follow up in a few weeks if you like.

    Look, if you were to continue trying to "sell" them on why they should sell their house to you with owner financing, on terms, or on a lease purchase, you're wasting your time!!  If you were selling anything else, this would be like trying to shove your product or service down the throat of someone who's not in the market to buy what you have, or is not qualified to do so, or can't afford it, etc.  For example, if you sold women's shoes, it would be like you trying to sell a pair of fashionable pumps to a straight man with no wife and no kids (and no, he doesn't dress "funny" on the weekends). In other words, he's NOT qualified nor interested. So don't waste your time!

    Got it? Good, now let's look at the exact opposite...

2. The Fully-Motivated, Qualified, and Interested PROSPECT:


    These are God’s gift! The "low-hanging fruit," as Ron likes to say. This person is a total lay-down, ready for your solution...and desperate for what you can do to help them. Just treat them right and move fast.

    How To Identify Them: You’ll know them when they say things like “We’ve got to sell, like, yesterday,” “I don’t know what else to do,” and “Please just make me an offer!”

    How To Deal With Them: Recognize WHAT they need and HOW to give it to them.  Make an appointment to go out to see them as quickly as possible - with a contract in hand, ready to go, because the first one there with a workable solution gets the deal!

    Listen, THESE are the deals we're looking for! And you'd better have your act together, because these situations are rare - they don't come up often, especially in a hot seller's market. They're definitely out there, but not as often as we'd like. So when you find someone like this, GO out there and GET IT!  Okee-dokey?

    The next one is kind of what like a wife will give her husband to do over the weekend...

3. The Somewhat-Motivated & Qualified, But Not-Quite-Ready PROJECT:

    These people need your help...they just may not know it yet.  In order to best serve them, you’ll need to have your skills sharpened and ready, because they’ll test you.

Think about them as being PROSPECTS that just need a little more work & skill to be able to turn them into deals, ok?

    How To Identify ThemThese people say things like, “I don’t know what to do,” “How does that work?” and “How can you help me?”  But - get this - they may also say things like, "Let me think about it," "Let me talk to my wife/husband," and "Sounds interesting...Can you send me some more information?"

    How To Deal With Them: Use the right psychology & sales tactics to help them understand that they need your solutions. Don't beg! Sharpen your sales skills. You’ll probably need to follow up.  Scratch that - you'll definitely need to follow up! 

    One of Your First Goals/Missions: Get them to make you the offer by asking questions. Yes, I'm referring to "The Million Dollar Script."  (This refers to "The Big 3," Price, Down payment, and monthly payment. Get intimately familiar with that. You can learn/practice that by using the Closing Call Script

    Why Is It Important To Know The Difference Between These Three?  

Because the SUSPECT will make you BROKE...

The PROSPECT will make you MONEY...

But the PROJECT? They can make you RICH!  

    Let me explain.
If all you ever talk to and deal with are suspects, you’re going to get frustrated, start to think that this business doesn’t work, and want to punch someone (it's true).  
Real Prospects are great, but like a needle in a haystack, they’re usually a lot harder to find. Projects are the ones who will truly make you rich, because you’re not only able to add value to these people’s lives, you’ll do more deals, because the competition is not skilled enough to handle them.
These people will truly justify the investment in your education, many times over.
Ask me how I know this.

The “Secret Sauce” to Being a Master Prescreener

    It’s actually very simple to effectively prescreen the leads you talk to.  The method is so simple, you’ll be tempted to just blow it off or take it for granted, but that would be a mistake, believe me.  
Here it is: The best way to prescreen people is to ask them the right questions.  
Obviously, you need to get the right information about their house & their situation, determine what their needs and greeds are, and to gauge their levels of flexibility and motivation.

    But like anything else, there’s a right way and a wrong way to do it...

    The wrong way would be to interrogate them like a handcuffed suspect accused of committing a crime. You don’t just go from question to question, forcefully extracting information from them, because it won’t be long before they resent and resist you.

    The right way means that you should first frame the conversation properly so that they understand the context of your questions. You should also skillfully and respectfully converse with them to find out what you need in order to determine which of the 3 categories they belong. You'll need to use the right vocal tonality and body language, while giving them the right feedback thru active listening.
The right way also means that you’re open, honest, and confident about what you’re able to do for them.

    The Bottom Line is This:  ONLY after you’ve gotten the right information (also known as qualifying or gathering intelligence) you need to know do you present a possible solution to their situation. Stop wasting your time trying to convince people about how smart you are or all the creative real estate techniques you just learned this week. Nobody cares. All they truly care about is what you can DO for them.  We’ll talk about how to best present your solutions in another article.

    So there you have it! You now know the importance of the art of prescreening people, what the 3 categories are (Suspect, Prospect, and Project), how to determine who belongs where, and why.  You also learned what to do with people in each category.
Armed with this information, you’ll save yourself a TON of time and frustration, because you’ll only be dealing with qualified people who want to do business with you, while the rest will most likely drive your competition crazy when they talk to them.


Please Practice Proper Prescreening - It Prevents Poor Paychecks!



Until Next Time,

Tony Pearl

Copyright 2017-19 Tony Pearl | All Rights Reserved


BIO: Tony Pearl is a writer, speaker, copywriter, mentor, marketer, coach, musician, poet, ballroom dance instructor, world traveler, father, fiance, internet marketer, voiceover artist, and real estate investor. He’s also a Politically-Incorrect Insomniac with ADHD 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!  


  • February 1, 2017