Archive June | Strategic Real Estate Coach

Archive for June, 2009

The “magic words” in real estate — tonight

Tuesday, June 30th, 2009 | Uncategorized | No Comments

Tonight at 8pm EST join me and Dan Doran as we reveal the REAL secret to becoming a super-successful real estate investor.

Space is limited – register now.

It’s not knowing how to construct a deal – but knowing the right “magic words” to say to sellers that make you rich. On tonight’s call we’ll give you exactly that – word for profit pulling word and how to use them.

Tonight we’re also releasing out highly anticipated 30-day coaching program Sales Mastery for Short Sales where you (and you’re entire staff) get personal access to Dan and myself to get you to the next level of your real estate investing business.

Thousands have downloaded my two training videos, special report and attended our last webinar and now they are ready to jump on the opportunity to discover the secrets to closing MORE deals without increasing effort. (Work less + Make More!)

Mastering the art of sales has made Dan and I both real estate millionaires and the handful of select students I’ve shared these techniques are achieving monumental success.

Now it’s your turn.

Join us on tonight’s webinar and get all the details…

Best,

Josh Cantwell

P.S. Doors for this program swing open during this webinar training tonight (at 9pm EST to be exact.) Tonight you’ll get all the details on how you can get personal access to me and Dan to grow your business FAST. We’re so dedicated to your success you can bring your entire team in on the trainings – but that’s only if you’re one of the 50 people to claim a spot in this exclusive program.

P.P.S. Just for registering for this webinar you’ll also get instant access to a recording Dan put together for you on the REAL TRUTH to becoming a sales mastery. Just register and you’ll be able to listen to it right away.

The call is Tuesday, June 30^th at 8pm EST.

How To Be A Sales Master!

Monday, June 29th, 2009 | Uncategorized | No Comments

June 30^th at 8pm EST join Dan Doran and Josh Cantwell on the FINAL training webinar on how to DOUBLE the deals you do and QUADRUPLE your income.

On this call we’ll even give you the EXACT “magic words” to MAKE YOU MORE MONEY in your short sale investing business!

This ONE skill has made us both REAL ESTATE MILLIONAIRES and on June 30^th at 8pm EST you’ll discover how you can join us and our super successful coaching students.

Space is extremely limited so I highly suggest you register now to join us…

Also on this call we’ll be releasing details of our new Sales Mastery for Short Sales coaching program where you’ll have unprecedented personal access to both Dan and myself.

The whole idea behind this program is for you to circumvent the years of trial and error in real estate investing and follow our footsteps to quick success and bigger profits in 30-days – completely guaranteed.

I should tell you after the release of my last two training videos, special report and previous webinar on this topic we’ve had thousands of people express interest in this program.

I’ve even let-the-cat out of the bag to a handful of students and they’ve been banging down my office doors trying to get in early before the program opens on this training call. (June 30 at 9pm EST to be exact.)

This is a limited program, frankly, for some investors this will be the opportunity of a lifetime that will change their business and financial future – but that’s only if you’re one of the first fortunate 50 who claim their spot when we open the program.

Get all the details on the call.

Talk soon,

Josh Cantwell

P.S. I should tell that if you’re one of the lucky 50 to claim a spot in Sales Mastery for Short Sales, Dan and I have decided to allow your ENTIRE team to get in on the action. Have your staff, acquisitions team, even Realtors you work with join in on the program as your guests and discover our proven sales mastery techniques to dramatically increase the number of deals you do. (This is why we put a strict limit on the number we are willing to allow in this program.) P.P.S. When you register for the call you also get instant access to an audio training Dan did on the real TRUTH of becoming a sales master. You get it immediately once you sign up and you’re not going to want to miss out on this bonus gift. Register for the webinar. The call is Tuesday, June 30^th at 8pm EST.

Q & A from Webinar

Monday, June 29th, 2009 | Uncategorized | No Comments

Q: How can we get a reply for this call? I was not able to write down when you mentioned it before. Thanks … Osmany

A: the replay is on the SREC blog at www.strategicrealestatecoach.com under the “Determining Market Value: For Real Estate Investors” heading

Q: Would if be possible for us to get a copy of this presentation? I do not have time to make notes of very important areas of the material. Thanks … Osmany

A: the presentation is on the blog at www.strategicrealestatecoach.com under the “Determining Market Value: For Real Estate Investors” heading

Q: Could you go over the 1st two objections? I have it all taken care of and my house is worth more? Thanks … Osmany

A- See the replay above

Q: Can this be done without belly to belly presentation?

A: Yes you can do whatever you want however you want to go see the people in person as often as you can as you are more powerful of a persuader in person, aren’t you?

Q: How can we get the scripts for the objections and the closings?

A: it’s all included in the course will tell you about that on the June 30^th Tuesday night call at 8pm est.

Q: How much does it cost? – Art farrington

A: will cover that on the next call, but since we’re limiting it to 50 be sure and be there to get all the details. Sales Mastery for Short Sales will be launched Tuesday night at 9pm EST. go to www.salesmasteryforshortsales.com at 9pm EST to get all the details.

Q: where can we get a set of the slide used on this webinar?

A: You can review this presentation at www.strategicrealestatecoach.com. The actual slides with the scripts will be released in the home study package, sales mastery for short sales, as we’ll discuss on the next webinar which is June 30^th at 8pm est. You can also get the details when the program is launched which takes place June 30^th at 9pm EST right after the webinar is over. Go to www.salesmasteryforshortsales.com at 9pm est June 30^th in order to be one of the 1^st 50 people/

Q: where is the “objection video?”

A: the objection video is available at www.salesmasteryforshortsales.com

Q: I need help to better sell or negotiate with the HOA management companies, to bring down late fees. – Tony Watkin

A: The training you get in our sales mastery for short sales program will teach you the laws and principles of selling anything better. Like all other sales know that these management companies are made up of human beings who all have hot buttons. Find out what’s important to them and show them that by cooperating with you they can get what they want.

Q: how do you introduce yourself when you knock on a door in pre-foreclosure? – William sims

A:Hi are you today? My name is Dan Doran from nine day sale, are you Tony Watkins? He says yes I smile and reached out to shake his hand. Tony I’ve been looking forward to meeting you for some time. My company specializes in helping homeowners were having trouble with their mortgage and all my services are free to you and I’ll tell you all about that in just a minute, but first let me ask you this. Tony, what’s your situation? Dan has a complete program that teaches everything you need to know about door-to-door marketing for pre-foreclosures. If you have any interest, e-mail me at josh@srecnow.com

Q: Do you have a presentation to realtors that is designed to sell them and get them on board and answer any questions they have? – Norman Ho

A: yes we do and it will be included in our new course, sales mastery for short sales. Be sure to tune in next call to get all the details.

Q: How do you find your short sale clients? – Randy Cox

A: There are dozens of techniques for finding sellers with short sale properties. Direct mail, Referrals, Cold Calling, Signs, Radio, TV, Internet, and many many others. Too many to go over here.

Q: Can you use these techniques in other areas of real estate investing other than Short Sales…ie. land trusts and probate? – Concetta Germain

A: Absolutely and that’s one of the big benefits of this program as it teaches you the principles and laws of selling that apply in every sales situation.

Q: I am an agent. i do short sales but i work too hard. i need to switch as an investor..how do i get started? – Fatima Luza

A: Fatima. We have a course called the Short Sale Referral Magnet and we have a wonderfully popular coaching program. If you’d like more info on these programs please call 440-545-2073 and we can help you get started.

Q: A follow up to my original question. Will you provide all of the remaining objectives and the scripts that were not covered in tonight’s presentation next week? – Gerald Sanders

A: All the 11 major objections are covered on the video and will be covered in even more detail in the Sales Mastery for Short Sales program . You can watch the video at www.salesmasteryforshortsales.com

Q: My confidence is not with the homeowners to get the deal but what can you tell me to build my confidence with the loss mitigators. I just don’t feel I am getting good enough negotiations with the lender which is hindering my profits?? Suggestions? Any seminars on negotiations with the lenders??? What you’ll learn in sales mastery for short sales will doesn’t help you in negotiating with lenders? – Ghislaine N.

A: Sales mastery for Short Sales will help be you a better negotiator in every selling situation. If you ‘d like more info specifically regarding loss mitigation we have other programs for that specifically. Please contact my office at 440-545-2073. Thanks

Q: What are the best sales words for doing short sales? – Suzay Grenis

A: the best sales words have been revelaed in the videos and additional content will be covered in even more detail in the Sales Mastery for Short Sales Program which will be released on June 30^th at 9pm EST. but is limited to 50 people.

Q: What is the response to BK chapter 7??? Mary, I understand. Tell me why would you do that? My attorney told me it would stop the foreclosure. You’re right Mary, the BK does stop the foreclosure. Let me ask you this, did your attorney mention that it only stops it for 2-3 months and then you’re right back into this same problem, aren’t you? Yes it’s true and once the BK runs it’s course, which takes about 3 months, the lender will be forced to continue the foreclosure process from where they left off. So you’ll have to sell to avoid the foreclosure. Mary you do want to avoid the foreclosure don’t you? Let me show you some better options, OK?

Fantastic Phone Sales: Real Estate

Sunday, June 28th, 2009 | Uncategorized | 1 Comment

Having a good script prepared means nothing if you don’t know how to use it. You have to sound natural to be effectively persuasive. This requires practice. A good method for practice, after you’ve comfortably memorized a script, is to drill mock conversations with a friend or colleague. You should record these and go over them on your own time to determine your weak spots and what you need a bit more practice with.

Be sure you won’t struggle with establishing the equity. You cannot afford to lose out on a great lead because you can’t determine the equity on a piece of property in less than a minute or two. If you struggle with math, just practice and always have a calculator. Soon you’ll be figuring equities in the blink of an eye.

Keep control of the conversation. Make sure you’re the one asking them the questions, not the other way around. Smiling and standing up have an immense positive effect on your self-confidence and on the tone mood of the conversation. So, do them. You’ll notice your improved power of persuasion. In addition, avoid the alternative choice close until you’ve gotten all three declines from the client.

Answer incoming calls. These are usually good leads replying to advertisements they have seen. Avoid trying to sell on the phone, close deals, or judge a potential’s willingness to conduct business with you. Just find out if a caller is able to do business, and book appointments. That’s what the phones are for and there’s only so much you can determine through telephone conversation. Also, be willing to double-book appointments. You can always re-schedule the other, if one is going nicely.

Determining Market Value: For Real Estate Investors

Saturday, June 27th, 2009 | Uncategorized | No Comments

With the economy the way it is right now, foreclosure rates haven’t been this high in decades. This means, for real estate investors, that we’re in a time where reasonable offers from sellers are rarely ever refused. Home owners want to sell their properties as quickly as possible before the bank takes siege. Vital knowledge to have, as a real estate investor, is to know how to determine a subject’s market value promptly. The key to getting a rough estimate of the property value is to know the right questions to ask. These will also help you determine if the person you are speaking with is a good lead or a waste of time:

Find out if they have already had a professional appraiser come see the place and evaluate it’s worth.
If not, ask the client how much they think their home would be appraised for if a professional were to have a look at it.
Then ask them how much they think it’s really worth. These two usually differ because the client normally thinks their property is worth more.
Ask if they have a mortgage on it, a second mortgage, or any other such ties, and then discover how much they owe.
Then, an important question to raise is how low would they be willing to negotiate for, if it were to be paid off and closed quickly by you or your company? How soon could they move?

Now, if you find that they are expecting a bit too much for their property, here are a few useful inquiries to make to help you determine the actual condition of the home, instead of the inflated vision they have of the place. Their inner dialogue and verbal answers to these questions will also help convince them that it is in their best interest to accept an offer that is lower than what they are anticipating.

What would a first-time visitor rank the exterior appearance of the home on a scale of one to five, five being exquisite?
What adjustments would need to be made for it to be considered a five and how much might these fixes end up costing?
Then ask these same questions again, but applying to the inside of the home.
Always figure in paint and carpet, just in case.

When you are quite sure that the client is a good lead and are about to set an appointment time, but want to verify the deal and calculate the equity first, just ask them if they can hold on for a minute while check your schedule. This gives you time to calculate and confirm without having to call them back and possibly lose the opportunity.

$100K in 90-days negotiating like a pro.

Friday, June 26th, 2009 | Uncategorized | 1 Comment

Dan and I had an amazing training call last night on “How To Make an Extra $100,000 in the next 90 Days by Negotiating like a Pro.” We shared the secrets to QUICKLY mastering the art of sales, communication, persuasion, negotiation and handling objections specific to short sale deals. The response has been amazing. So much in fact we’ve decided to do an encore presentation tomorrow afternoon. If you missed out the first time you’re in luck. Register now for the no-cost training replay Saturday, June 27 at 12pm EST… Click Here to Join Us Register Here On this call you’ll discover… >>> If you’re just getting started –how get your first deal (and second, third, & forth) in your pipeline faster than you ever through possible and know exactly what to say in the process. >>> Or if you’re an active investor—how to double what’s coming in and at the same time QUADRUPLE your income (without increasing expenses.) >>> The right words and when to say them so you can make a lot more, doing a whole lot less. (And we’ll give you those exact words on this training call so you too can be a sales master.) >>> The ninja mind tricks my 6 and 7-figure earning coaching students use to close more deals in one month than the average real estate investor does in one year. >>> And that’s just the tip of the iceberg! Register now to join us Saturday… Click Here to Join Us Register Here I’ll even show you real life case studies from RECENT deals using these proven negotiation strategies to skyrocket earnings on short sales. Click the link above to register and see it all for yourself! Best, Josh Cantwell P.S. The one thing that’s had the biggest impact on my real estate investing career (and bank account) is my ability to communicate, negotiate and influence others. It’s truly taken me from a fledging investor into running multi-million dollar investing company in a shockingly short period of time. Saturday I’ll give you what I’ve developed over the past 5 years to powerfully communicate and sellers in any short sale transaction.

What’s holding you back?

Thursday, June 25th, 2009 | Uncategorized | No Comments

Yesterday I told you about a webinar training I’m holding TONIGHT with my good friend, Dan Doran, on “How To Make an Extra $100,000 in the next 90 Days by Negotiating like a Pro” Click the link below to join me on TONIGHT’S (June 25) training call at 8:00 pm EST… Webinar Registration Quite frankly, communicating with people (specifically buyers and sellers) is the #1 most common fear holding back new investors. (And even keeping experienced investors from where they are to where they should be.) This training TONIGHT will help you break through those barriers to DOUBLE your deals and QUADRUPLE your income. Have power and confidence knowing what to do and say in any short sale situation. (Because we’ll give you exactly what to say!) In fact, we’ll walk you through, step-by-step on what it takes to be a sales MASTER! And if you want to make this business work, you need to be a MASTER. (We’ll show you how and it’s quick and easy!) Tomorrow night Dan and I will show you…

How to have every seller you encounter know you, like you, trust you, and be motivated to act right now! You’ll be a trusted advisor, a solution to their problem and they’ll adore you for it.
The exact language to use when you face an objection from a seller. Handle any objection with power and confidence and been seen as THE short sale authority.
The proven “S.P.R.” formula for controlling any conversation.
How to speak to more sellers, get the best deals on houses and increase your margins for maximum profits. Make MORE from each deal you do just by know what to say and when.
I’ll show you real life case studies from actual students who use these proven negotiation strategies in their short sale business to skyrocket their earnings on each and every deal.
How to dispel the myths of “closing” a sale, get more properties in your pipeline and turn them around for cash quicker than you could ever imagine.
Words PROVEN to sell and much more.

Listen, I know when you hear words like “negotiation” and “close a sale” it tends to freak a few people out. But I assure you, when done the right way it’s nothing more than having a conversation with a good friend. All you need to do is be prepared with the right information and on tomorrow night’s training call we’re going to arm you with what you need to say and how to say it confidently. Just register at the link below. But I must warn you space is limited and we will fill up fast. I highly suggest you register right now… Webinar Registration I hope to you can join us tonight, Josh Cantwell P.S. I’m giving you a plug and play system for communicating effectively with sellers and buyers to maximize every deal you do. Imagine doubling the number of prime equity-rich properties you find and turning them around for quick profits. Heck, you can quadruple your income without increasing your marketing costs just by mastering a few skills in just 5 minutes. I’ll show you how tonight… Webinar Registration

You, a master negotiator?

Wednesday, June 24th, 2009 | Uncategorized | No Comments

I’d say the one thing that’s had the biggest impact on my real estate investing career (and bank account) is my ability to communicate, negotiate and influence others.

It’s taken me from a fledging investor into running multi-million dollar investing company in a shockingly short period of time.

It’s not a skill I was born with, I developed it. And today it’s a driving factor in both my financial and personal success.

Tomorrow night I’ll show you how you too can become a master negotiator (in no time!)

Click the link below to join me…
Webinar Registration

I’d like to invite you tomorrow night (Thursday, June 25^th) at 8pm EST me on a very special no-cost training webinar I’m conducting with my good friend, partner and accomplished real estate investor, Dan Doran.

Dan’s a master at the art of selling and “closing” deals and tomorrow he and I will be discussing “How To Make an Extra $100,000 in the next 90 Days by Negotiating like a Pro.”

Just think what being a master negotiator can do for you…

If you’re just getting started — get your first deal (and second, third, & forth) in your pipeline faster than you ever through possible and know exactly what to say in the process.
Or if you’re an active investor—double what’s coming in and at the same time QUADRUPLE your income (without increasing expenses.)

Just by knowing the right words and when to say them you can make a lot more, doing a whole lot less. (And we’ll give you those exact words on this training call so you too can be a sales master.

I’ve personally witnessed the art of negotiation play a HUGE role in the success of my coaching students—some even making 6 and 7 figures in their short sale investing businesses when just a few short years prior they were struggling.

If you want to get from where you are now to where you want to be in the fastest time possible you’ve got to join us on tonight’s call.

I’ll see you tomorrow,
Josh Cantwell

P.S. As always space is limited. I highly suggest you register now if you want to learn how to double your deals and quadruple your income!

Make or Break Real Estate Script Tips11 most common objections investors face…

Tuesday, June 23rd, 2009 | Uncategorized | 3 Comments

When I talk to new real estate investors (and even seasoned ones) the biggest fear they have in the business (and what’s holding them back the most) is talking to sellers.

The reason being is they just don’t know what to say when asked a question.

Today I released a NEW video answering the top 11 objections sellers will give you.

Watch it now…

http://www.SalesMasteryforShortSales.com

If you’ve ever heard…

…I’m already taken care of!
…My house is worth more, I have equity
…My attorney told me to file Bankruptcy!
…I’ll just use a realtor to sell my house!
…I want to stay in my house! (refi, loan mod)
…I am broke. I must have cash to move!
…Isn’t this going to hurt my credit!
…I don’t want to be responsible for anything! (deficency judgement)
…Your offer is way to low!
…Why do we have to use all this weird paperwork? (contracts)
…I’m just going give it to the bank! (deed in lieu)

This video has the answers

Watch it now…

http://www.SalesMasteryforShortSales.com

Answer these most common objections with confidence and you’ll close more deals.

This training is my gift to you, but you’ve got to get it now before I take it down for good.

Enjoy,

Josh Cantwell

P.S. If you haven’t downloaded my two previous trainings you’re in luck. You’ll also be able to watch this NEW training video as well as download my 57-page special report and previous 54-minute training video.

Get it now…

http://www.SalesMasteryforShortSales.com

Phone Calls: Selling Real Estate

Monday, June 22nd, 2009 | Uncategorized | 1 Comment

There are four types of calls that you may come across in the Real Estate business. Thus, you must have four scripts prepared to handle these calls accordingly. The reason for preparing scripts ahead of time for the different types of calls and conversations that may arise is to have control of the conversation. If you have control of the conversation, you’ll be much more successful at attaining appointments.

Outbound calls are the calls that you and/or someone within your company make to attract possible leads.

Inbound calls are your calls that are coming in from customers responding to your ads, door hangers, and all other methods of advertisement that you use to attract buyers.

Unqualified calls are calls that are deemed bad leads. These are determined with skillful script usage through inbound and outbound calls. You want to have a script prepared for calls that are not qualified to know how to go about ending the call quickly and gracefully, so as to not waste your time on the phone with them and miss out on a good lead.

Last, but not least: Listed House calls. These are calls from people whose homes are already on the market listed with another real estate agent. You really want to know what you’re doing and have carefully planned scripts when speaking to someone whose house is already up for sale. These may not always be a loss of your time because even though their property is listed, it may not stay on the market for very much longer. So, analyze these calls carefully.

Well-planned scripts help you stay on track towards successful business deals and keep wasted time to a minimum. So take the time to create them, review them, and use them.

http://www.SalesMasteryForShortSales.com