Center of Influence
6 Key Emotions That Drive Behavior
Friday, August 20th, 2010 | Real Estate Investing, Real estate short sales, Short Sales | 1 Comment
To be effective in sales, you really need to develop an intuition about people, what drives them to do what they do. For some it’s intuitive, while for others it’s learned. Something that you can do to keep you on track is to keep handy a list of six emotions that influence behavior. Looking at the list, you’ll see that three are positive and tend to be emotions that people run toward, while three are negative, and ones that people try to avoid. By helping sellers resolve those “emotion-driven” problems associated with owning a problem property, you will help sellers run away from negative emotions and towards those that are positive. Use the list below as a reminder of the subtext of what your initial meeting with that homeowner in distress is really all about. It’s NOT the Money!
Negative Emotions Positive Emotions
Fear Love
Loss Gain
Guilt Pride
Provide a Solution!
Josh Cantwell gets knee deep in the Referral Renaissance
Friday, April 4th, 2008 | Real Estate Investing, Short Sales | 5 Comments
On Tuesday night’s call, Josh Cantwell dug right into the ideas and strategies that he discusses in the Referral Renaissance. The replay of the webinar is below. Please feel free to post any questions and comments below.
WINNER TAKES ALL!
Wednesday, April 2nd, 2008 | Short Sales | 16 Comments
By Josh Cantwell:
WINNER TAKES ALL!
The call Tuesday night, which focused on the Referral Renaissance, was really fun to do. To be honest, I felt a little bit whooped when it was over. A lot of info in just 90 minutes!
As I mentioned on the Referral Renaissance call Tuesday night, we are sponsoring an exciting contest. This is how it works…
I want you to tell me in 250 words or less how you are going to implement the concepts that you learned in the Referral Renaissance ebook and the call that I did Tuesday night. Tell me how you are going to take action and integrate these ideas into your business.
Whether you are new or experienced, everyone is invited to submit their entry.
THE WINNER WILL RECEIVE A BRAND NEW COPY OF OUR NEWEST AND MOST COMPREHENSIVE COURSE TITLED “THE SHORT SALE BLUEPRINT” – a $1495 value ABSOLUTELY FREE!
All entries must be posted on our blog at www.strategicrealestatecoach.com under this POSTING in the comments section.
Entries are due by NOON EST FRIDAY APRIL 4th.
The winner will be chosen Friday by 5pm EST and the winner will be posted on the BLOG at www.strategicrealestatecoach.com. Check the blog after 5 pm for the winner.
Tell me how you are going to take action and implement what you’ve learned and we will reward the best and most exciting entry. Good Luck!
Don’t miss the no-pitch call tonight at 8:00pm EST and more to come…
Tuesday, April 1st, 2008 | Short Sales | 5 Comments
By Josh Cantwell:
Information about the call tonight on Center of Influence Marketing and I answer some of your questions below.
Wanted to answer some questions and let you guys know about what’s happening over the next week or so. I scheduled a call tonight, April 1st, at 8pm EST specifically on Center of Influence Marketing and the REFERRAL RENAISSANCE for short sale investors. THIS IS A NO-PITCH CALL. NOBODY IS SELLING ANYTHING.
If you heard the story about Michelle and Dale who will be on the call with me tomorrow you’re probably as amazed as i am.
They are students who implemented the short sale seminar marketing program we taught them and are overwhelmed right now with short sale leads and opportunities. You’ll hear more from them on tonight’s call on exactly how they did it. It’s good stuff you ‘ll want to implement into your own business right away. MATT – i will be answering your question tonight about the CE credits.
Answers to your questions:
MIKE – the best way to deal with the banks is 1st to submit a COMPLETE short sale package so they do not have to ask for additional info. An INCOMPLETE short sale package is the best way to get your file thrown out or on the bottom of the pile. 2nd, make sure the file is assigned as quickly as possible to a negotiator. All the others are just gate keepers. Once you have the file assigned make sure you get the negotiators email, phone and fax AND the email and phone of their supervisor!
SUZANNE – The #1 best referral sources right now are real estate agents. #2 is mortgage brokers and #3 is bird dogs and other investors. MOST real estate agents have no idea how to negotiate a short sale effectively. So networking with agents who have overleveraged listings are great. They need someone to make an offer and that’s what you bring to the table. They want to stop the foreclosure for the homeowner and they want to get their commission for their efforts. You can also structure multiple exit strategies that can benefit the agent, the seller, the buyer and yourself. WE’RE GOING TO TEACH YOU THE RIGHT WAY TO DO IT.
KARL – I own a brokerage myself and our broker has 35 years experience. I know all about “OLDCARS” and how to make sure the agent and the investor follow the rules.
In addition to the call tuesday you’ll be getting another FREE REPORT IN A WEEK OR SO. THIS ONE YOU DON’T WANT TO MISS. The more advanced stuff is on the way- just keep a look out in your email box.
After the call tuesday night meet me back here and I’ll post a review of the call and answer more questions.
How The Referral Renaissance was born
Thursday, March 27th, 2008 | Real Estate Investing, Short Sales | 3 Comments
By Josh Cantwell:
As a mountain climber in my twenties, I was once taught how to dress a figure eight knot through the saying, “Start hard and finish easy.”
The same is true in real estate investing. The start can be hard, but if you make smart decisions, you can set your business up much sooner than you think.
You see I struggled to learn this business just four short years ago.
As a financial planner, I wore a pin-stripped suit sold mutual funds, retirement plans, IRAs and insurance. I was on the road all day every day driving to client appointments and businesses: prospecting, marketing, making sales, gathering new clients and managing customer assets.
In the fall of 2003 I realized that I needed to make a move. I didn’t enjoy what I was doing–– there had to be something better.
I began “treasure hunting” for real estate. I attended a few REIA meetings. I picked up some books. I looked at REOs. I bought a few courses on Ebay. I kept asking myself, “How am I going to get started with this thing (real estate investing) and how would I make money?”
My first breakthrough came when I attended a Robert Allen event. The market was hot and people were making all kinds of money in real estate, easy money –– but he recommended we take the time to learn about the preforeclosure niche.
Although we were short on knowledge, my business partner, Greg and I, forged ahead. We found a few pre-foreclosures and started negotiating short sales using the basic tools from a course we bought online.
It seemed to go so slow and there was so much uncertainty: I wanted some sort of magic pill that would make this business easier.
And then it happened . . . that AHAA! Moment that has been huge in taking us to the next level.
I was at a REIA meeting and I mentioned that we invested in preforeclsoures and short sales and that if anyone in the audience had a short sale lead and didn’t want to work it that I would take on those leads.
After the meeting I had a few people come up to me with their cards who said that they had what I needed . . . leads to preforeclosures.
Referral based marketing ––something that had been a cornerstone of my business in financial planning. . .
and The Referral Renaissance was born.
We began closing a deal a month. Then a deal a week. Then two a week. All of a sudden it seemed like the “closer” for the title company we used on our deals had his own desk in our office ––he was there so often.
In Robert Ringer’s Winning Through Intimidation he shares his LEAPFROG THEORY. He states that the pursuit of success is not determined by how long you’ve been doing something ––what matters is TAKING ACTION. Those people that take action can LEAPFROG their competition no matter how long their competition has been around.
We did just that.
Through referral based marketing we jumped over and ahead of guys who had been investing for 20 years. In six months we were buying and selling more real estate than they had in the past 10 years.
A referral based marketing campaign will do that for you.
Does it take time? Yep. Do you have to have confidence in approaching people? Yep.
Is it easier to just send out postcards or bandit signs? Sure.
You see, there’s no magic pill.
But if you start hard, and learn center of influence marketing (referrals), you’ll not only finish easy –– your business will flourish.
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