Tag Archives for " sellers "

Latest Update-Mastering the Call & Getting Leads (MUST Read)

Latest Update: Mastering the Call & Getting Leads (MUST Read)

Hello! Here’s a quick update for you that you need to read…

    I just heard from the man, Ron, himself.  He shared a quick status report on how things are going, as well as giving out some very sage advice, as Ron is known to do. You’ll DEFINITELY want & need to read this, as it affects YOU!

    Here’s the deal.

    For some time now, Ron has been calling people who enrolled in the Masters Program after about 30 days of their enrollment.

    He says that most of these calls are the same, which is not terribly surprised, all things considered.

    There are a few people who hit the ground running and do well very quickly.
Several people seem to struggle, as life gets in the way.

    But the majority of students all seem to struggle with ONE huge issue…

Can you guess what it is?
That’s right—Mastering the phone calls, especially with sellers!!

Many times, a lot of people will try to say that they’re not getting enough leads or are just looking for a new cool way to generate leads…but at the same time, they’re not handling the leads that they are getting correctly!

    So… WHAT is the Solution?

    Well, we have an answer for that, in the form of an actual ASSIGNMENT for you to follow!

Here’s What To Do To Fix This:

  • Beginning Immediately, you should start to RECORD the calls you’re making to sellers.
  • Call at least FIVE new sellers per DAY (if you can).
  • After you’ve made (and recorded) AT LEAST 20-30 calls, pick the BEST TWO recordings and send them to me by email.
  • I will listen to the call & give you an expert critique/evaluation. This is priceless. I’ll tell you what you did right & what you did wrong. What you can/should improve on. Honest, truthful, suggestions that will help you tremendously. You’ll see.

Great TIPS (Filling in the Details):

  • Find an app on your phone to record your calls. If you have an Android, try “Call Recorder,” available in the Play Store. Sorry, can’t help you if you have an iPhone, but I’m sure there’s an app for that.
  • After you’ve made your calls for the day, PLAY them back to yourself & take notes as you do. Write down what you liked or didn’t like. You’ll be amazed, shocked, and possibly horrified at how things sound. What you missed. Your voice. The ‘ummms’ and ‘ahhhhs.’
  • If you’re a current student of mine, you may send me your TWO BEST CALLS, after you’ve made AT LEAST 20-30 calls.
  • You’re allowed, encouraged, and almost required to do so at this current iteration of the Mentor Program.
  • If you send me a call or two, PLEASE keep the length to no more than 5-7 minutes, tops, if possible (unless the call is really going well).
  • If you’re NOT a current student of mine, why not? You can always renew your mentoring! Just email me and ask how.
  • If you’re just starting out, or are in the first month of two of your mentoring program, NOTHING is more important than handling this part of the business!!
  • Don’t worry about messing things up. You will. Everyone does! But everyone has to start somewhere. 
    How do you get good or great at something? You first have to suck at it until you’ve done it enough times and worked on your process as aggressively as you can. This is what will help you improve as fast as possible.
  • TIP: Practice talking to sellers as if you’re talking to a friend.

Sending those two calls to me is imperative. Vital. Essential. So do it. Again – only if you’re a current student, please.

NEXT: Regarding LEADS, Marketing, and spending money…

    Ron & I do NOT want you spending a bunch of money on your marketing…until you’re totally ready to do so.
    And by ‘ready,’ we mean that you’re already doing deals, have your skills sharpened, and really know what you’re doing.
    Putting money into marketing means that you’re ready to scale your business up, based on the success you’re already having.

    This means NO yellow letters until you’re able to master the call and maybe you might not even need to send letters out at that point, either.  Ron says that if you do what’s taught at the Quick Start event, you won’t need those costly yellow letters.

    Here’s a quick, easy, cheap/free list of activities you can do to really start generating all the leads you’ll probably ever need…assuming that you’re handling the calls correctly.

Quick List of Lead Gen Activities:

  • Have Your VA Run Free Ads For You
  • While Driving, find FSBO signs and send them to your VA to call and prescreen.
  • Get other people (“Field Agents,” or “Ants”) to find FSBO signs and send them to you/VA. Pay them like $10/lead.
    Can by anyone you know who has a car; meter reader, Postman, FedEx Driver, UPS Driver, any Contractor, etc.
  • Ask people you know who have a car if they’d put a sign in the rear window if you pay them $10 per call you get.
  • Make sure you’re getting the leads from your Gold Club membership.
  • Make sure you know WHAT to do with those Gold Club leads every day.
  • Run ads/gigs on Craigslist for field agents who can be looking for FSBO signs AND ugly vacant houses.

    Ron says that everyone he has talked to is getting leads, but none of them are handling the calls correctly.

    If you do these things, you should get plenty of leads, and if you’re not getting any deals, it’s probably because you may be screwing up the calls. We need to fix that.

    Remember the Ugly House business!  While you’re chasing nice homes, you can also be working in the lower end areas doing the same things – looking for cheaper houses to take over debt as well as houses that need to be renovated. 
It doesn’t hurt to do a wholesale deal or two, especially when you’re just getting started!


  • Record Your Calls to Sellers
  • After you’ve made at least 20-30 calls, pick your BEST TWO calls & email them to me.
    Make sure they’re no longer than 5 minutes, please!
    This is for CURRENT Students ONLY.
  • I’ll critique & evaluate these calls & give you specific feedback on areas of improvement.
  • Go over the list of lead generation techniques above & do what you can to immediately implement as many of them as possible.

    That is all the updates we have for you for now.


    BONUS!: CLICK HERE to download the latest call script from the recent “Mastering The Phone” event!
(PDF file)

    REMINDER!: CLICK HERE to use the Form/Interactive Script I’ve already created for you to use when doing closing calls with sellers.









  • April 27, 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