Boomer’s Blog

I’ve heard a lot of talk from self-proclaimed real estate gurus out there that homeowners are willing so sell their properties at 30 percent to 60 percent below value to real estate investors on the very first call. This is a pervasive myth that needs to be shattered. Right here. Right now.

The truth is that sometimes, if they do enough marketing, an investor will get lucky and a stray seller will discount their property on that first phone call. However, statistics show that effective sales negotiations take a lot more effort to pass that mustard.

The Facts About Sellers and Effective Negotiations
National research shows the following data regarding investor contact with sellers and how real-life deals actually transpire:

• Eighty percent of real estate deals take place between the 5th and 12th conversation investors have with sellers.
• Only two percent of real estate deals take place after only one conversation with the seller.
• In reality, only 10 percent of real estate investors bother to talk to sellers more than three times. And that’s your competition as a real estate investor!

Evidently, the playing field is wide open for real estate entrepreneurs who apply some tenacity and sound strategies in negotiating with sellers. Successful investors, those who are thriving while others settle for “surviving,” know that that it takes more than one conversation with sellers to pull off the deals that make a difference in their real estate businesses.

Go Deep for the Best Prices!

If you’re looking for deep discounts on your transactions, you have to maintain your focus on establishing a great rapport with sellers. Doing this successfully could take several conversations over the course of up to six months. Smart investors are willing to put in the time because they know that their patience and persistence pays off.

People who are talking to sellers multiple times using SalesTeamLive’s Follow-up Campaigns are getting discounts of $30,000 to $70,000 below the opening offer they made to the seller on their first call. They’re succeeding where others fail because they make multiple contacts with warm leads and their strategy is sound; they know that negotiating can be the highest paying job in the world.

How the Big Players Do It
Dan Doran has created the best sales course on the planet. It’s called Sales Mastery for Real Estate Entrepreneurs. Here, he teaches investors that if there’s equity in a property, then get in the car and go meet with the seller! You’ll get an immediate 10 to 20 percent discount just for taking time out to establish a great rapport with the seller. ANd you’ll do this through initiating multiple conversations with them.

Six Steps to Negotiating with the Masters
Making your dream deals not only requires persistence, it also takes some finesse. Nobody in this business can better instruct you on adding the “magic touch” to your deal negotiations than Dan Doran. Here are some cues you can take from his Sales Mastery for Real Estate Entrepreneurs course with Richard Roop and Willie Hicks.

1. Get on Top of Your Game: A useful trick for anti-stress and instant mood elevation is to recollect your last great transaction or happy moment. Use this memory to infuse your negotiations with passion and confidence. Tap into the resources you’ve got to make an instant change. Go into the negotiation with a fresh attitude and a clear vision of the goals you want to reach and the steps it’ll take to get there. If you spread enough enthusiasm, even your prospective client eventually will catch it.
2. Deliver a Great Presentation: Always use a simple, prepared presentation: this strategy is scientifically proven to boost your sales. Most investors don’t even realize they need one because they’re in a rut of thinking that real estate is just a numbers game. They’re wrong. Don’t be jaded. Remember, you’re selling a service. Show clients the magic you can work for them. Embrace your purpose as a problem solver. When you’re dealing with prospective clients, address them by name, agree with them whenever possible, avoid using technical jargon and always follow a script.
3. Uncover the Hot Button Issues: Beyond the obvious financial problems that are likely to burden your prospective clients, figure out what other factors may play a role in their distress. Chances are, the hot-button items are emotional rather than financial in nature. To get a handle on your clients’ hot buttons, you have to spend time with people, and be sincere in your motivation to help solve their problems. By spending quality time with clients, you’re able to use the hot-button issues you’ve identified to gage their agitation levels. Once you’ve done this, you can draw them into the solution posed by your proposal and hopefully, give them some peace.
4. Nail the Close: A good closer is a great presenter in this business. Many real estate investors don’t realize that the sale is actually created during the presentation, not during the close. A good way to engage with your clients is to apply yourself in conducting a great value-building presentation. Even if you’re not completely convinced that the client is into the deal, you must always mentally proceed with the sale. Here again, attitude is everything. To instantly improve your sales results, commit yourself to performing a great presentation. If you can do that, all that’ll be left in the close is the paperwork.
5. Follow up Like a Master: Do what others won’t, or just don’t bother to do: follow up after the close. The more distressed the client is, the more important it is to follow through after the close is complete. This important step lets people that they’re important: It crowns the transaction. It’s also how you’ll get your greatest testimonials.
6. Elevate Your Self Esteem: Develop a great self image relative to selling. Richard and Dan say they battle this challenge constantly in their personal coaching endeavors. A positive self-image is the most powerful sales tool in your kit. If you believe in yourself, you can do anything. Get negative sales experiences out of your head. In coaching, Boost your self-image and you’ll make better deals and get phenomenal sales.

You can read more about it in my Sales Mastery for Real Estate Entrepreneurs course review in the Resources section of GaryBoomershine.com.

Don’t Be a Sucker: Get the Facts Before you Invest
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Don’t miss out on this opportunity to Make Tons of Cash in Real Estate! Join GaryBoomershine.com today and get ahead of the pack!

On Sept. 10, Andy Proper and his partner Justin McCormick are gearing up to launch their new “Virtual Bird Dog Blueprint: An Authoritative Course on Outsourced Lead Generation for Real Estate Entrepreneurs” and some lucky members of the GaryBoomershine.com community have a chance to save $100 on the cost of enrollment.

Scalable REI Technology that Howls at the Moon
This is important to your business because the Web 2.0 technology that now drives our business – and the “Virtual Bird Dog Blueprint” — is gaining a storm-like momentum that will change everything once it has reached critical mass.

This course is not some abstract, pie-in-the sky pre-boxed guru fantasy system. And it couldn’t be a more welcome departure from the norm.  Kudos to Andy and his team on a job well done and to JP Moses of REITips.com, who makes excellent contributions to both the audio and written portions of this course.

The 150-plus pages of comprehensive written content and nine separate, portable audio sessions in the “Virtual Bird Dog Blueprint” instruct you in structuring your own scalable Virtual Bird Dog Network and  unleashing it on your business for optimum results.

Not Just Thinking, But Living Outside the Box
Because the box that dictated their early real estate business was, in its own way, every bit as restrictive, frustrating and suffocating as the air in their former jobs’ cubicles, Andy and Justin quickly learned to think on its outside edge. From there, they gained perspective and began to adapt to the realities of their business acumen and their markets’ pesky variables. With this simple shift in mind-set, everything began to change for the better.

Andy and Justin’s popular Teamwork Lead System software already has etched its own unique niche in the real estate business. It also has to come to define itself as a driving force in the relatively new and rapidly growing virtual real estate investing (REI) movement.

This emerging paradigm of Bird Dog lead generation is now having its day because it’s fast, scalable, cost-effective and because it leverages free Internet technology to tap otherwise difficult to reach markets.

Back-up for your Entrepreneurial Hard Drive
Thanks to the power of the Internet, all these tasks can and should immediately be fully delegated, outsourced and automated so that you can focus on the the aspects of your business that produce the greatest returns on your investment (ROI) of time and money in your business:

• Placing bandit signs,
• Hanging flyers,
• Door knocking,
• Driving for dollars,
• Printing and distributing business card,s
• Running print ads,
• Scouring newspapers and Web sites,
• Pulling and sorting online lists,
• Pulling divorce files, probate files, or NOD lists from the courthouse,
• Driving with magnetic car signs and
• Sending direct mail.

Let the “Virtual Bird Dog Blueprint” Wag your Tail
This training couldn’t be a better departure from the norm. The written materials in this course are well executed, but I admit that listening to the  “Virtual Bird Dog Blueprint” audio content was a high point of this review process for me. The voices and materials presented were so entertaining that I made popcorn and laughed out loud at the entrepreneurial antics Andy describes.

Hearing my snorts and chuckles from the next room, my wife scolded me for “watching a movie” after I had told her that I had some work to finish up the other night. When she heard what I was listening to, she actually took a seat and grabbed some popcorn herself.  When does that happen in this business?

In the Eye of the Virtual Investing Storm
Early adopters of the “Virtual Bird Dog Blueprint” are bound to cash in quickly and maintain a comfortable lead ahead of the competition because these materials give you all the information you need to jump right in and immediately start generating the virtual leads you need to take your business to the next level.

This course is a great option for wholesalers, rehabbers, short sale investors, landlords and anyone else out there who wants in on the ground floor of one of the most awesome lead generation opportunities of our time.

The Bird Dog Days of Summer
Note: The Official Launch of the “Virtual Bird Dog Blueprint” Is Sept. 10 at Noon EDT.
For a limited time on that date only, Andy will give a few of my lucky friends $100 off the price of this moneymaking course. Want to learn more? Check out my new review of the “Virtual Bird Dog Blueprint” in the Resources section of GaryBoomershine.com

GaryBoomershine.com Community: Membership Has its Privileges
Signing up for my monthly newsletter and special reports  always is the best way to ensure you’re first in line benefit from special money-saving promotions. Joining us at GaryBoomershine.com is free and easy — just use the yellow fields at the right side of this page or on the GaryBoomershine.com main page.

Not only do members get my What’s Working and What’s New monthly and special reports. I’m always looking for ways to delight my members with original news and exclusive offers and special discounts on REI training, courses, and virtual and on-line events.

Remember the TV show “Get Smart!“about the bumbling spy who always got his man (and sometimes his woman) from the 1960s? There’s a remake slated for summer release as I type this. I read a great article in Wired magazine recently about what the CIA learned from the TV show. I was stunned to learn that the U.S. government drew inspiration from the show to create their own “cones of silence.”

After reading this article, I realized that I drew inspiration, at a very young age, from Smart’s reliance on Agent 13 (the spy who always seemed to be staked out in a U.S. Mail box) for stellar job performance. This may be what got me started in the business of targeted real estate marketing via direct U.S. mail with SalesTeamLive.

Soon, I started thinking about what real estate investors could learn from Maxwell Smart and what some of my friends might say if I asked them.

I imagine that:

• Sales Masters Richard Roop and Dan Doran might tout the spy’s expert negotiations skills and convince the evil enemy Kaos to lighten up, change sides and make a fortune doing it.
• Virtual Wholesaling Pro Cris Chico might say that he, like Maxwell Smart found his niche and is sticking to it.
• Total Market Master Ken Wade likely would likely give Smart kudos for always doing his research and never underestimating the cyclical nature of his enemies.
• I suspect that EasyHUD’s Chris Daigle could singlehandedly conquer the entire Kaos network using his Twitter-enabled shoe phone.
• Teamwork Lead System’s Andy Proper learned to take out a Craigslist ad for assasin bird dogs to handle his super spy assignments, then head for his pristine Hawaiian beach hide-out until the mission is complete.

Action-Packed Feature Stories This Week
What do you think? Or more importantly, what have you learned from Agent 86 that’s helped you to build your real estate business? For more details about what some of my friends have learned from Maxwell Smart, visit my Resources page. Look action-packed new features on Dan Doran, Richard Roop and more in store for you coming soon!

Please Join Us Now for“What’s Working and What’s New”
If you haven’t yet signed up for my “What’s Working and What’s New” free monthly REI report, please sign up ASAP to receive the latest issue this week. It’s easy and we promise to keep your data confidential, Just use the yellow field on the sight side of this page or on my GaryBoomershine.com home page. I think you’ll love the story on how the major lenders are streamlining the short sale process for stealth real estate investors. And as always, I promise to never share your info with anyone. Ever!