I try and read a book a week. It doesn’t always happen, but I have a long list of books I want to get through. Most of the books I read fall into three categories: Real estate investing, self-help and marketing. The book that I’m reading this week is “Awaken the Giant Within” by Tony Robbins.
In the book, Tony talks about how you condition your mind for certain behaviors by reinforcing these behaviors and changing your belief about past behaviors (confusing, I know). He actually uses some fancy term, like Neuro Programming Association, or something along those lines. So, you’re probably wondering what this has to do with talking on the phone with sellers, right? Well, most new investors are scared to call a seller or talk to a seller on the phone. There is no rational basis for this, but they’ve conditioned their mind and now associate a negative feeling to talking with sellers.
I know that when I first started out in this business I hated talking to sellers just like everyone else. When I had a lead come in I would procrastinate for hours, before returning their call. Finally one day, I decided that I wanted more than anything to become a successful real estate investor and that no fear was going to hold me back. So, I scheduled a time each day that I would make calls to sellers (I highly recommend time blocking).
Anyways, since action cures fear, the more calls I made the more comfortable I became. Then as I started closing deals (which meant making money) I associated a good feeling with the phone calls….because phone calls began to equal money. Well, I’ve done something special for people who are afraid to talk to a seller on the phone, or don’t know what questions to ask them. I’ve recorded a two-part video where I go from A-Z showing you how I talk with a seller on the phone.
PART 1
Part 2
Next week, I’ll have another educational video for you that’s so secret I’m not going to tell you what it is (which means I have no idea what I’m going to show you, so I’m open to suggestions).
Article Author:
Jason HansonJason has written 75 articles for us.
Visit Jason's Website: http://www.PrimoCoach.com
Jason R. Hanson is the founder of National Real Estate Investor Month and the author of “How to Build a Real Estate Empire”. Jason specializes in purchasing properties “subject-to” and has purchased millions of dollars worth of property using none of his own cash or credit.
Joshua Dorkin
Charles Feldman
Ted Karsch.
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There’s nothing like seeing it done firsthand to learn from. Thanks for sharing the videos, Jason!
Great, great book!
Keep up the self-improvement!
Anyways, since action cures fear, the more calls I made the more comfortable I became. Then as I started closing deals (which meant making money) I associated a good feeling with the phone calls….because phone calls began to equal money. Well, I’ve done something special for people who are afraid to talk to a seller on the phone, or don’t know what questions to ask them. I’ve recorded a two-part video where I go from A-Z showing you how I talk with a seller on the phone.
I did have this great idea that by generating more sales online I could spend less time on the phone, but now its starting to dawn on me that however well that works, I still need to pick the phone up – timeblocking is a very good tip – allocate the time and go for it!
Please take no offence but the French version is hardly understandable, it just looks like Google translate sh*t or something. You should have this page translated by a real french-speaking human being.
Thanks for the tips anyway!
Thanks for sharing this. I must admit that I am one of those people. I rarely say no to a seller because I am afraid… of what? I just don’t know. Your post brought a little enlightenment to what I am scared of (and the fact that I am not alone in this). Plus, ways by which I can cope.