How to Approach Sellers with a Heart of Empathy w/Julia Jordan and Alan Weeks
New real estate investors often find it daunting working with potential sellers, but as long as we approach them from a place of empathy, there’s no need to be intimidated. How can we stop ourselves from being discouraged when we are told ‘no’? Why is it so important to show a desire to help sellers, and how can we show that we are genuine in that desire?
In this episode, business performance and accountability coach Julia Jordan and President of NuAvenue Assets, Alan Weeks join for a discussion on how to find sellers by exercising empathy.
Go into every meeting with an empathetic heart. You’re offering a solution to your seller’s problem.Gary Boomershine
Watch the Full Episode Here:
3 Things We Learned From Julia Jordan and Alan Weeks
- Never assume to know anything about a potential seller on the first call. In fact, the first time we speak to a seller, we should go in expecting to hear ‘no’.
- Successful real estate investing comes as a result of building successful relationships. Ensure that sellers know our primary aim is to help find a solution to their problems.
- At a meeting with sellers, it’s a good idea to go in empty-handed. Leave any books or documents in the car, and use the time to genuinely engage with the sellers.
At the start of this episode, we discussed the importance of having an empathetic heart when dealing with sellers. After discussing how to show sellers that we have every intention of helping them, we also shared strategies for how to stand out from other real estate investors.
We also discussed:
- The importance of knowing our numbers
- Why we should be looking for reasonable, rather than motivated, sellers
- That we need to be relentless in following up
Guest Bio-
Julia Jordan is an independent business performance and individual accountability coach, and Gary Boomershine’s ‘right-hand gal’. Julia strongly believes that effective communication and a healthy company culture are the key to success, and loves helping people change their lives and achieve anything they put their minds to.
To find out more about Julia visit: https://www.linkedin.com/in/julia-jordan-42b37a10?trk=people-guest_profile-result-card_result-card_full-click
Alan Weeks is the President of NuAvenue Assets, LLC in Fort Lauderdale, Florida. After a successful career in digital marketing, Alan fell in love with real estate. He is passionate about providing single and multi-family Real Estate opportunities and solutions by using cutting edge marketing strategies. Alan strongly believes in building genuine relationships with his clients, and in every transaction ensures their every need is catered for.
To find out more about Alan, visit:
https://www.linkedin.com/in/alanlweeks
You can also email him at alan@nuavenueassets.com
Resources mentioned on this episode:
Three Feet from Gold: Turn Your Obstacles Into Opportunities by Greg S. Reid and Sharon Lechter
Never Split the Difference: Negotiating As If Your Life Depended On It by Christopher Voss and Tahl Raz
The Sales Bible: The Ultimate Sales Resource by Jeffrey Gitomer
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.How to Attract Private Money Lenders w/Jay Conner
Raising private money is extremely important for a real estate investing business, so we need to develop the right strategies to attract capital. When is the right time to look for lenders, and how should we approach them? Why should we be aiming to teach people about the benefits of being a private lender?
On today’s episode, President of The Private Money Authority, Jay Conner shares how to attract potential lenders and raise private money without asking for it.
If you approach potential lenders the right way, you never have to ask for money.Gary Boomershine
Watch the Full Episode Here:
3 Things We Learned From Jay Conner
- Don’t wait to raise money. We should be finding private lenders 24/7, not waiting until we need to fund a deal.
- When we find potential lenders, it’s important that we don’t overwhelm them. Never show the program and deals at the same time – give lenders a chance to digest the opportunities.
- Aim to teach people about the benefits of being a private money lender. People are much more open to doing business when they don’t feel like their arm is being twisted.
At the start of this episode, we discussed why it’s vital that borrowers never ask for money outrightly. Instead, we suggested showing potential lenders the benefits of lending, and teaching them how it’s in their own best interests.
We also discussed:
- Why we should offer new lenders the opportunity to piggyback off our deals
- How to get potential lenders more excited in becoming private money sources
- Why private money is so important
Guest Bio-
Jay Conner is a real estate investor and the President of The Private Money Authority. He is the man behind the “Where to Get the Money Now” system, a strategy designed to help anyone raise money in under 90 days.
Jay is confident that by replicating his steps, borrowers can learn to raise money without ever asking for it. Jay is also the host of the Real Estate Investing with Jay Conner, The Private Money Authority podcast.
To find out more about Jay and to take advantage of his free resources, head to:
www.jayconner.com/moneywebinar
You can also go to:
realestateinvestor.com/best
Other resources mentioned on this episode:
Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini
How to Buy Houses with Creative Funding w/Mitch Stephen
To create and foster long-term success, we need to find more creative ways to finance our investments. Is there ever an appropriate time to use our own money to buy houses? What should we be doing with the money generated from temporary strategies, and where are the best places to invest for forever strategies?
On this episode, veteran real estate investor and author of the My Life & 1000 Houses Series, Mitch Stephen shares his insights on creative funding.
It doesn’t matter how much access you have to money – don’t use it to buy houses.Mitch Stephen
Watch the Full Episode Here:
3 Things We Learned From Mitch Stephen
- No matter how much money we have access to, we should never use it to buy houses. Have creative strategies in place and use private money.
- Use the money generated from temporary cash strategies to fund ‘forever’ strategies. All the money we make from temporary strategies should be put back to work.
- One of the best places for us to invest in is a storage facility, where we can avoid too many overhead costs.
On this episode, we discussed how it’s possible to keep our businesses running smoothly even in times of recession. We spoke about the importance of using private money sources, and explained why it’s vital to have a good understanding of local laws and act with integrity.
We also discussed:
- The challenges investment books don’t prepare us for
- Why it’s important to learn from others in the real estate investing space
- How to handle difficult situations- such as dealing with con artists
Guest Bio-
Mitch Stephen is a real estate investor, and the author of the My Life & 1000 Houses book series. With over 25 years of industry experience, Mitch has bought over 2000 houses in San Antonio. Today, he specializes in owner financing properties to those left behind by traditional lending institutions. Mitch is a firm believer in the value of integrity, and gives speeches on its importance.
To find out more about Mitch, and to purchase his books, head to https://1000houses.com
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.
2020 Is The Time For Action…
To be successful in the real estate investment space, we have to build teams that can withstand competition. Who should we be including in our teams, and why is it vital to find a mentor? Should we be shying away from competition or embracing it?
On this episode, author and host of The Real Estate Locker Room Podcast, John Carney shares how to compete in the real estate investing space.
How to Increase ROI in a Wholesale Based Business w/David Dodge
Real estate investing operations lean heavily on sales and marketing, and like anything that involves marketing, it’s all about maximizing ROI. How does getting a coach help our businesses perform at a higher level? How do we make sure we’re investing our time wisely? What does it take to run an operation that will bring us long-term wealth?
On this episode, investor, coach and author of The Ultimate Guide to Wholesaling Real Estate, David Dodge shares on how we can get more out of our businesses with leverage and a solid funnel.
You make money when you buy, you get paid when you sell so you have to buy at a discount. David Dodge
Watch the Full Episode Here:
3 Things We Learned From David Dodge
- 90% of our business is sales and marketing. In practice, our business is marketing and our product is real estate.
- There’s cash now, cash flow and cash later. Cash now is a job, cash flow is rentals and leverage using real estate, and cash later is appreciation of the assets.
- Don’t make building your buyer’s list your main goal, focus on marketing for motivated sellers.
At the start of the show, David Dodge shared on how getting a coach helped his business, and the value of finding the right person and replicating what they do. Next, we talked about how important marketing and sales is in our business and traffic and how to calculate the value of our time. David also shared his approach to wholesaling, and why our focus should be long-term mailbox money.
We also discussed:
- How to overcome analysis paralysis
- The importance of focusing on traffic and conversion
- How to build leverage into the business
Guest Bio-
David Dodge is a real estate investor, coach, author of The Ultimate Guide to Wholesaling Real Estate, and host of the Discount Property Investor podcast.
Buy the book The Ultimate Guide to Wholesaling Real Estate here.
To learn more about the podcast visit http://discountpropertyinvestorpodcast.com/.
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.How to Compete in the Real Estate Investing Space w/John Carney
To be successful in the real estate investment space, we have to build teams that can withstand competition. Who should we be including in our teams, and why is it vital to find a mentor? Should we be shying away from competition or embracing it?
On this episode, author and host of The Real Estate Locker Room Podcast, John Carney shares how to compete in the real estate investing space.
Capture competition by being creative and perfecting little things.John Carney
Watch the Full Episode Here:
3 Things We Learned From John Carney
- Build a strong team. As leaders, we simply can’t do everything ourselves – we have to surround ourselves with people who are better than us at specific activities.
- The most successful people typically tend to be the most humble, so drop the ego at the door and look for mentors to assist every step of the way.
- Embrace competition. Instead of seeing competitors as a threat, we should take the opportunity to improve our own products and see how they compare.
- At the start of this episode, we discussed the importance of building effective teams. After explaining why entrepreneurs should know a little about a lot of things, instead of a lot about too few things- we spoke about which positions we need to fill on our teams first.
We also discussed:
- The importance of creative responses to competition
- How to follow up with clients more effectively
- Why we need to focus on perfecting little details
John Carney is a real estate entrepreneur, author, speaker and podcast host. He is highly respected in the real estate investing space, thanks to his impressive track record in the US, Australia and Indonesia. His international success has led to his popularity as a sought-after international keynote speaker. John is the host of The Real Estate Locker Room Podcast.
To find out more about John, visit https://johncarneyonline.com/
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.
Ninja Tactics for Making Money on the MLS w/Raul Bolufe
Very few people are finding success doing deals on the MLS, but our guest today gets an average of 1.5 deals a week from it. What strategies is he applying to get these results? How is he scaling the model? How does he make contracts more attractive to sellers?
On this episode, real estate investor, podcaster, and founder of Category 1 Realty, Raul Bolufe shares his winning MLS strategy.
The MLS is a little trickier than dealing with sellers because you’re dealing with trained agents, who are protecting the seller. You need to have all your ducks in a row.Raul Boluge
Watch the Full Episode Here:
3 Things We Learned From Raul Bolufe
- Forget emotion, execute anyway
To be consistent, we need to be taking action and not let emotion get in the way of execution. Once we conquer the emotion, we overcome our reservations and that makes success a lot more predictable. - Get good at scaling systems and sales
To be successful on the MLS, you need to be proficient at analyzing and brokering deals. Whether it’s you or someone you hire, it’s important to bring speed to deal analysis, which allows us to scale up faster. Treat the MLS like any other channel, as a consistent and scalable campaign. - Deal renegotiation strategies and hacks
Get the property under contract, take your own photos to support what you’re saying, get buyer insight on there price tolerance, and always send your photos and information before the inspection period ends.
At the start of the show, Raul shared how he got started in investing, and how to make success more predictable. Next, we talked about the importance of sticking with something that works, and also scaling it, and how to approach MLS deals. We talked about the power of pre-filled contract templates, and how to handle renegotiations.
Guest Bio-
Raul Bolufe is a real estate investor, podcaster, and founder and owner of Category 1 Realty. For more information, visit https://raulbolufe.com/, and follow him on Instagram.
Listen to his podcast Flipping Miami on your preferred podcasting platform.
Ready to discover the power of a 40 person marketing & sales team…WITHOUT having to hire a single person? To learn more, hear what members are saying, and see if you’re qualified, visit RealEstateInvestor.com.
WHY YOUR REAL ESTATE INVESTMENT COMPANY DOESN’T NEED ANOTHER CRM!
Look, if you’re like me—a fellow Real Estate Investor—you’re over it. The mere glimpse of these three letters makes you cringe. If you’re fortunate enough not to know what I’m referring to, count yourself blessed. But for the rest of us, you probably feel my sentiment deep down in your core.
This year alone, there are over 700 CRM’s vying for your attention. Every single one of them promises to answer all your business woes with one “simple to use” platform. They promise better customer relationships, more efficient processes, and time savings to name a few. As a busy Investor, anything that could save me time and streamline my processes was worth looking into. What did I find when I opened that shiny CRM door?
A bunch of empty promises…
Look, I’m not cynical by nature. But unfortunately, I’m well versed in trying out multiple tools, methods, and CRM’s that underperformed and failed to deliver on their promises. Much like all of my peers in the Real Estate Investing industry, time is money. The idea of saving time while streamlining my business made me jump at those shiny promises. After lots of money thrown out the window and endless hours wasted, I finally came to a conclusion.
That my Real Estate Investing company didn’t need another CRM!
I can almost hear your gasp—but it’s true. I’ve tried most all, and I’ve researched the market. What I’ve found is that most CRM’s today are simply too complicated to configure and maintain. Almost all of them were incomplete and required additional software, tools, or third-party services to work as promised.
Deals close themselves when your business invests in relationships.
It all comes down to relationships in our industry. Relationships that require a human touch and not a cold autoresponder that fills in their name and sends the same message to both buyers and sellers. I spent months searching high and low to find a service that had the tools I needed to manage my business and provided individualized touchpoints that were genuine, unique and personalized. Guess what I found…
Nothing!
So I decided to build it myself.
You don’t need another CRM. You need a Customizable Relationship Investment Tool.
If the idea of converting to another CRM makes your heart race, I get it. Trust me. I’ve been there. Through my own trials and tribulations, I’ve found most systems to be too generic and lacking true personalization, as well as the flexibility I need to manage my business.
