Archive for January, 2015

The Real Estate “Dance” – Part 2

Dancing… and Real Estate? What gives?

What? You still want to know what else dancing & real estate investing have in common?

Ok, lest ye forget what we had talked about in our last article, I’ll give you a quick reminder. After all, it’s been a month already, right? And let’s get all the new kids caught up to speed, too…

When I upgraded my profession from a Ballroom Dance Instructor to a Real Estate Investor many years ago, I noticed that these seemingly different businesses had some things in common, namely:

1. You have to LEAD;

2. You have to deal with OBSTACLES;

3. You’ve gotta have RHYTHM;

4. You need BALANCE; and…

5. You’ve gotta have the right PARTNER!

Remember all those? If not, just go get last month’s issue of this publication… it’s all there!

But guess what? We’re not done yet! Yes, just when you thought it was safe to get back on the dance floor, I have 5 more things to share with you. Ready?

Here’s What ELSE Dancing & Real Estate Investing Have in Common:

6. You Should always ASK!

That’s right… ask! ASK someone to dance… ASK the seller if they’ll sell you the house for what they owe on it… ASK them what their favorite dance or music is… ASK if they have any questions. ASK them WHY they want to sell their house. Always ASK them for their business. What’s the worst that could happen? They could say no? (Gasp!)

Ha! Believe me, if you approach any condition with the confidence, poise, and polish of an experienced & professional investor (or dancer), the chances of anyone saying ‘No’ to you go ‘waaaaaaayyyyyyyy down!’ (Marshall Sylver).

7. You Should Make it FUN!

That’s right… fun! Something I’ve definitely noticed in the time that I’ve been alive & doing business is that people are starving to be entertained.

Now, I’m NOT saying to just give them all sizzle & no steak, or just dazzle them with your footwork, but if you can successfully make doing business (or dancing) with you an enjoyable experience for the other person, not only will you make more money, blow away the competition, have more friends, etc., but – shoot – you’ll just feel better about yourself, too! And the last time I checked, if you feel good about yourself, you’ll attract the right people to you…almost as if by magic.

How to make it fun? Call them by name. Smile more. Make them laugh. Ask them about themselves (in a way that applies to what you’re doing), their family, hobbies… and even dancing! Before you know it, you’ll both be feeling good, and next thing you know, the dance is over & you’ve done the deal. (Take that how you want to!)

8. It’s Sexy! (My personal favorite)

A friend of mine recently said to me, “Tony, success is an aphrodisiac!” Well, guess what? She’s right! And dancing is an aphrodisiac, too… did you know that? Think about the last time you danced. Imagine the feeling. Hopefully, it’s a good one. Were you with someone special? How did they feel?

If it was a positive experience, you probably had a good time (and a good night)! Now think about the last good deal you closed! Did you feel all warm & fuzzy inside? How did the person with whom you were doing business feel? Were they happy that you got things done when you said you would? I just hope you took the time to celebrate the way you wanted & deserved afterwards!

9. It’s a Partnership.

Never forget this. In dancing, you are both dancing together to the music. At least I hope you are. (I’ve seen people dancing to some music I swear only they heard!) In real estate investing, remember that you are ALL working towards getting the deal closed. This includes the seller, Title Company, buyer, appraiser, agent, etc.

Early in my investing career, I had come up against a couple situations where I incorrectly perceived that someone was trying to stop the deal from going through. One time, I lost the deal. The next one, I simply reminded myself that this person is actually on my team, but they just had an issue with something. By this realization, I was able to step back & reassess the situation. I then returned & reminded this guy that we were on the same team & just wanted to get the deal closed. He agreed & this opened up a new line of conversation. From there, we got it done – he got paid, and so did I! Sweet!

10. Make Them Look/Feel Good!

Now, I must say that as a man, it’s our job to make the lady look good on the dance floor. There’s an old expression we would use in the dance business:

“The Man is the Frame, and the Lady is the Picture.”

So, if you’re a lady, your job is to look good, right? Right. But in order to do that, you would need to follow the leader – the man! If you’re fighting him the whole time, nobody looks good, least of all you. Sorry, but that’s the truth.

In real estate investing, particularly negotiating (and isn’t just about everything a negotiation?), I’ve noticed that the best deals have been the ones where I let the other person look or feel like they’ve won, or make them look good.

Hey, it’s not always about sucking every bit of juice out of the deal. Sometimes, you’ve just gotta slow your dancing down a little bit in order to move at the other person’s speed.

…And here’s the last one (Bonus):

11. Always Finish Well!

Ahhh, here we are… The music is just about to end or the deal is almost done. Everything has gone ok up to this point, so you want to make sure you finish the dance or the deal correctly… With a Big Bang!! Make a lasting impression!

Obviously, in dancing, the man would want to dip the lady or spin her with an inside underarm turn, followed by a quick bow to ‘properly’ finish the dance, right? And what are some ways you can ‘Finish Well’ in a real estate transaction?

Well, it all depends! Are you buying the house or selling it? In either case, you should always send a card, thanking them for their business – or maybe call them & let them know how things are going or went. Maybe send a basket of fruit. And don’t forget to ask for a referral!

Well, there you have it! Now you actually know quite a bit about what real estate investing & dancing have in common! They’re not quite so different now, are they? And you thought I was crazy.

Well, maybe you’re right… But if you remember & apply this lesson, you’ll be dancing all the way to the bank!

Now Get Out There & Swing It!!

Tony Pearl

Tony PearlTony Pearl is an entrepreneur, copywriter, proud father, mentor, marketing consultant and talented teacher who resides in the Washington, DC area. He has traveled to over 26 countries, speaks 4 languages, and continues to travel extensively. He has been a professional Ballroom and Latin dance instructor, competitor, and exhibitor for over 19 years. As a Real Estate Investor, Tony has bought and sold over Ten Million dollars worth of real estate, and has been educated by and associates with the best.

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The Fatal Flaw

After spending almost 30 years teaching good folks how to use real estate to take their life back, I’ve learned there’s a very short list of things that stop some from rapid growth. In fact, it even keeps some from developing a life-long career and separates them from financial freedom.

With today’s automation and systemization, there’s only a few things for the real estate business owner to do. Everything else should be done by someone or something else, thus freeing up your time to focus on the business—not be a slave to it.

However, if these few things aren’t set up and put on auto pilot, it’s the kiss of death, and many owners spend years doing stupid, nonproductive stuff or worse, quit and go chase another shiny object.

The ones who get it and actually do what they’re taught excel quickly and start making money without a major interruption to their current job or profession. All my seven figure annual earners clearly understand this basic principal and did what it took to get automated.

However, there is a critical ingredient the big earners understand that many never get. That ingredient is key to any success in any business or personal endeavor. It separates the millionaires from the job slaves. It turns millionaires into billionaires. It wins wars and builds empires. It eradicates disease and creates new inventions. It’s responsible for our new age of technology and our past industrial age.

This one thing will allow you to spend the rest of your life living your dreams. Without it, there’s no chance you’ll ever go from mediocrity to greatness. You’ll spend all your days watching others succeed wondering what’s wrong with you.

Before I tell you this key to success, you can take comfort in the fact that the vast majority of our population, or any population, will never fix this fatal flaw and die almost as broke as the day they were born—some even broker. At least at birth you owed no one money. The sad part is that this mass of humanity will go to their grave and never realize how close they were to greatness.

When I see people a year or so after I trained them and nothing of any significance changed during that time, I don’t even need to ask to know why. Even if their version is different, frankly their fatal flaw is crystal clear to me regardless of the list of excuses.

The fatal flaw?

You can listen to CDs, attend seminars, create spreadsheets and business plans and stay busy doing all the insignificant tasks that make you feel like you’re progressing, but until you implement the critical tasks nothing will happen.

No matter what business you start or buy, it all starts with systemizing and automating so the important work gets done. If it relies on memory and humans doing the same thing correctly day-in and day-out and all the minutia loaded on the boss, the business is doomed or, at the least, destined for small money, big work load and no upside. As the boss, you don’t want the minutia, you want to make decisions.

I said earlier there are only a few things that need set up to be successful in real estate. Once they are ready, your time consumption is at a minimum, and the system will almost force you to take action and make very profitable deals happen.

Here’s the list of things you must get set up to systemize and run your business like my seven figure earners and lots of high six-figure earners. Once this list is complete, you can focus on making money, not minutia, and your income will start rising quickly because the time consuming tasks have been removed leaving little for you to do.

Buying Houses

To locate prospects you need only get three things done, and probably not all of them…

  1. Call FSBO’s from online ad. Our Virtual Assistants will do it for you
  2. Mail yellow letters. does it all for you
  3. Run online FREE ads. Again, our VAs will do it for you

Actually, at my office we’re only doing 1 and 3, and we still can’t handle the leads. If you mail letters, I can assure you that you’ll get more leads than you can handle no matter where you live in the U.S. or Canada.

Selling Houses

To sell houses a few more things must be added to your system…

  1. Ways to get the phone to ring with buyers—signs and free ads
  2. Ways to capture the calls offline. Our sophisticated voice mail system does it for you.
  3. A data base to house the buyer’s information and build your list so you can segment it later. This is critical. It’s built into our websites you can have up in a few days.
  4. A Virtual Assistant to call back prospects after you know if they have money or credit and collect info and put it into your data base then send you the hot leads—the same VA will run your ads and other tasks you don’t want to do. They are here awaiting you to hire them.
  5. A website to display your houses and capture buyer info. Order and it’s done.
  6. A system to drive traffic to your site at little or no cost. Download the affiliate course from your Gold Club site. It’s an all day seminar on just that, and it’s very good and free.

Again, your job is to make decisions and let the other work get done for you. That’s a lesson I waited too long to learn as a business leader. Now that I know the best way to systemize your business and keep you focused only on what’s important, I want to help you set up your business, too.

Without implementation, you have no business. Without help, you won’t implement. Minutia will kill your dreams and your career.

Let Other People Do What They Do Best and
Get Out of Their Way and
Do What You Do Best!

In real estate and all other businesses, someone has to do the grunt work. If it’s you, the business will never make you rich nor will you even truly enjoy it. All our seven-figure earners use VAs and other services so all they have to do is — Make Decisions!

You should be spending your time reading reports, fixing what’s broke by recycling people, calling prescreened FSBO leads and getting contracts, making REO offers from your desk, approving buyers and making private money until you have enough (90 days).

If your time is not spent on these tasks, someone else can do what you’re doing for pennies, and soon you can replace yourself with even these tasks. I have. My business requires a few hours a month of my time.

If I Give It Any More Time, It’s Because I
Choose Too—Not Because I Have To!

What about you? Can you say that yet? IF not, give it a year of focused effort to get systemized. Get your VA and outsourcing in place and force yourself to get out of the way. Do you know of any successful company that runs without systems?

Ron LeGrand

The Implementer

Ron LeGrandRon LeGrand is the world’s leading expert in residential quick turn real estate and a prominent commercial property developer. Ron has bought and sold over 2,000 single family homes over the past 30 years, and currently owns commercial developments in nine states ranging from retail, office, warehouse, residential subdivisions and resort

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