Stop Selling to Make More Sales – Episode 45

Welcome to the Real Estate Power Hour.

Stop Selling to Make More Sales - Episode 45You know I’m not techy, but some of my people are telling me that I really need to get some feedback from you on iTunes for this show. So, if you could just click here and give me a review on iTunes, that would really help me out. Please make it honest. That’s what really matters to me. As a thank you, if you’d let me know you’ve done it, I’ll send you a special video. Just head over to my contact page and tell me about your feedback (after you’ve left it) and I’ll send it your way in appreciation for you taking a minute of your life to help me out.

I’m also getting a ton of emails and feedback on the last two episodes. If you haven’t heard shows 43 and 44, with Edwin Kelly, about self-directed IRAs, please go listen to them. Learn what we’re sharing in those shows. This is powerful, life-changing information.

Learn what people want

One thing I’ve learned is that if I want to be successful, you have to learn what your prospects really want. If it’s a motivated seller, if it’s a buyer, if it’s a contractor, you have to know what they really want. Once you do this, it’s very helpful to them and ultimately to you.

One of my sales guys had a call the other day and didn’t make the sale. We record all our calls for training purposes, so I listened to it. He’s an older gentleman and he really knows what he’s doing, so we wanted to know what went wrong. I listened to the call and found that he was so focussed on what he had to offer that he didn’t take the opportunity to learn about the prospect and how he could benefit her. You’ve got to listen to what others want.

Listen a lot more than you talk

Listen 80% of the time. Educate, talk, and guide 20%. You have two ears and one mouth for a reason. When you listen to someone and take comfort in what they’re saying, they’ll take the next step. Ask questions and learn about them. You can use that information to help them. Think about how you acted when you first met your special someone. If you start talking and never let them talk, how would it have gone? Not well.

In this call, she said, “I have over 100k to invest, but have a couple of questions.” He was so concerned about making the sale that he didn’t answer her questions. As a result, neither one won. He didn’t make the sale. She didn’t get her questions answered.

Why do you think I want you to listen to shows 43 and 44 with Edwin Kelly? Only 1% of people know this stuff exists.

You don’t need to go to a seminar to learn how to get private money. Spend time getting to know people and asking questions and listening. Once you do that and educate them about the possibility of making 7, 8, 9, 10, 12% with that in a piece of real estate, that gives you an opportunity as an investor to take that money and use it together. Build up a relationship with this prospect and learn what they need and want.

I was at a program and Angela came up to me. She said, “You’re going to kill me. I’ve got over $100,000 in an old IRA.” I asked her why. She told me that she was afraid of to take action. I asked her how long it had been like this. She told me that it had been 4 years. I didn’t care whether I ever sold her a deal. I just wanted to help.

Try and help; don’t try and sell

What I was doing was trying to help. I started by talking to her about what she was doing. If people are talking about IRAs, they have money to invest. Stop looking for people and start listening. Go where the people are that are asking the questions. The easiest money in the world is made when you listen and share and educate.

My goal isn’t to sell them, but if I help them, a lot of times, they will come back to get my help. Take some time to learn about self-directed IRAs so that you can help others.

I didn’t always understand money. I learned that I should just bring people on my team who know more than me. So, I’ve developed relationships with people like Edwin who can take me farther than I can go alone.

I was on a call with a financial planner. I asked him what his biggest struggle was with his business. He told that he had a decent number of leads he needed help with. Then, we got talking about traveling. I told him about my travels and he told me about his. Not long after the call, I got a message from him saying that we’d gotten off on the right foot and that he had 35k in hand. He wanted to be the first of the clients that he sent to me. This was literally 5 minutes after I talked to him.

A lot of people say “you’ve got to sell to make money,” but I say that there are a lot of ways to make sales. Don’t misuse this. I spend a lot of time on customer experience. I think, “How can I get you a check faster? How can I get you a gift? How can I give you the best experience?”

The more you listen and help, the more people will trust you

I have clients who have done 50 something properties every year. They’ve never been to the property. They’ve never done all the things that people think they need to do. They trust that I’m trying to help them.

When you hear of something hard, that’s an opportunity to deepen the relationship

If you’re talking to a prospect and they say that they’ve had a death in the family or that something bad has happened, think of this as an opportunity to deepen the relationship. Spend $5-10 on a gift and send it to their house. If you’re really tight on money, send them a card. It takes almost no time and almost no money. Tell them you’re sorry about their loss and that you’re there to help in any way you can.

This just happened. I had a prospect who’d just lost a grandparent and their mother. I sent them a gift immediately. I didn’t want to sell them at that moment. I wanted to deepen the relationship. This isn’t a sell process. This is how I live my life.

Your opportunity to learn more

Edwin and I are about to have an opportunity for you to join us. It costs $5,000. I know that it sounds like a lot of money, but the money you can make as a result is a massive opportunity. There are some cool things that you can do as a result. It’s going to be a small room. You’re going to be there with us. Think about it. If you have one client with $100,000, that one deal could pay for this trip.

If you’re interested, I want to talk to you. Whether it’s for you or a client, there are a lot of things you can learn that will maximize your account. Don’t think you’re beneath this or above it. We’re here to learn. I’m very excited about this because I know what it can do for you.

If you have questions, go to the contact form on the site. I look at all of them. I typically reply one on one or via a show like this. I really want you to have the best results.

Show outline:

  • Welcome to the Real Estate Power Hour.
  • If you haven’t heard shows 43 and 44, with Edwin Kelly, about self-directed IRAs, please go listen to them.
  • One thing I’ve learned is that if I want to be successful, you have to learn what your prospects really want.
  • Listen 80% of the time. Educate, talk, and guide 20%. You have two ears and one mouth for a reason.
  • You don’t need to go to a seminar to learn how to get private money. Spend time getting to know them and asking questions and listening. Once you do that and educate them about the possibility of making 7, 8, 9, 10, 12% with that in a piece of real estate, that gives you an opportunity as an investor to take that money and use it together.
  • My goal isn’t to sell them, but if I help them, a lot of times, they will come back to get my help.
  • A lot of people say “you’ve got to sell to make money,” but I say that there are a lot of ways to make sales.
  • The more you listen and help, the more people will trust you.
  • When you hear of something hard, that’s an opportunity to deepen the relationship.
  • Edwin and I are about to have an opportunity for you to join us. It costs $5,000. I know that it sounds like a lot of money, but the money you can make as a result is a massive opportunity.

LINKS MENTIONED IN THIS EPISODE:

https://itunes.apple.com/us/podcast/real-estate-power-hour-podcast/id597970482?mt=2

http://therealestatepowerhour.com/contact/

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