Real Estate Sales Success

Turn possibilities into absolutes when you use these skills, like solving problems and using ideas to overcome funding obstacles.

32
Hrs
Mins
Secs
05
15
28
Segments Duration
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INSTRUCTOR

J Massey

J. began his investing career living as a squatter in a foreclosed house. Once he became educated by Renatus, his investing career took off and he is now widely known for providing the best advice and strategies to other real estate investors. He enjoys solving problems through real estate transactions, closing deals and teaching others what he’s learned through experience. He is a public speaker, entrepreneur, and author of “Cashflow Diary: 10 Steps to Creating Wealth in ANY Economy.”

Description:

Come find out what it REALLY takes to be successful in Real Estate Investing! Real Estate Investing is a marathon, not a sprint. Like any sport, you start with training and conditioning the athlete. In our case, the athlete is the new real estate investor and to reach the finish line it takes practice and conditioning. J. Massey coaches learners through the major obstacles most new investors encounter. From overcoming funding or credit deficiencies to manifesting your investing future, you will learn how to condition your mind to create investing success.  We will cover problem solving and overcoming hurdles in finding agreement with sellers, buyers, agents and vendors. Go in-depth into characteristics that create the most effective investors and how ideas overcome money and credit deficiencies. Find out the secrets to why some students are celebrating victory while others still struggle. Make the connection between helping others and increasing your personal financial success. Your investments will thrive using this step-by-step strategic process that carries ideas from concept to cash!

  • 01

    Instructor Intro and Class Expectations

    Our instructor, J. Massey, starts off the course with an activity that helps us redefine sales, transforming our perception of sales professionals and the services they provide.

  • 02

    Manifest Destiny

    J. introduces the process of manifestation, including how your thoughts influence your actions, your character and, ultimately, how others perceive you.

  • 03

    The Idea Problem

    A simple pen is used to illustrate the importance of ideas and how they can be used to solve challenges.

  • Show all 32 segments

    • 04

      Tools for Success

      A few key changes in your voice mail messages can drastically increase curiosity and affect the results of your calls.

    • 05

      Tools for Success Continued

      J. interacts with the audience in a demonstration of Reversing, which make the most of questioning and listening.

    • 06

      Reversal Exercise

      A discussion of information gathering and question asking highlights several specific and implementable methods.

    • 07

      Posture, Proximity and Inflection

      What steps can you take to make people feel comfortable, from physical position and vocal inflection?

    • 08

      Tie Downs and The Rules of Engagement

      J. teaches rules of engagement and when it's beneficial to interrupt the normal patterns of communication.

    • 09

      Understand the Pain or Problem

      Like any relationship, J. explains why the problem or challenge must be understood before it can be resolved.

    • 10

      Follow the Process for Success

      J. finishes up his recipe, or process, for successful sales with a helpful diagram.

    • 11

      The Rules of Engagement, Continued

      As one of the most important components in sales, J. focuses once again on the Rules of Engagement and lists examples you may be familiar with.

    • 12

      Pendulum Theory

      Why is it important and effective to inform your potential customer what will happen if they say "no" and "yes"?

    • 13

      What Have We Learned So Far?

      Our instructor involves the audience in a discussion that recaps and reinforces the information covered so far.

    • 14

      Control Over Communication and The Now Box

      How do you motivate someone to take action now instead of later? J. explains with the "Now Box."

    • 15

      Reversal Exercise II

      Key phrases and questions are highlighted in this second exercise about using reversal.

    • 16

      Questions to Ask

      J. lists several specific questions to ask, which can help reveal the challenges and motivations of the potential customer.

    • 17

      Audience Feedback and The Vault

      Once again involving the live class audience, J. answers questions, including what to do when a potential customer doesn't talk much.

    • 18

      Interrupt The Pattern

      How can you use a simple "uh-oh" to interrupt the communication patterns and create an opportunity for you to make an offer on a property?

    • 19

      Business Card Interrupt

      Our instructor demonstrates how you can take control of a business card exchange in a way that vastly improves chances of a future communication.

    • 20

      Warm Market Perspective

      J. walks the class through the questioning process when you are working with a warm market.

    • 21

      Signing Authority

      Does the person you're working with have the authority to make the decision and sign? Learn what steps to take to continue with the potential customer.

    • 22

      Presentation as A Problem Solver

      Understand how you can present yourself and your plan as the solution to their challenges.

    • 23

      Formalizing the Sale

      Learn how to present options to a potential customer so they choose the best agreement.

    • 24

      LOI Vs REPC

      J. shares which document he prefers and why. He also answers other questions from the live studio class.

    • 25

      Working With Real People and Real Problems

      How deep and emotional do allow the conversation to go with a potential customer? J. gives you his answer in this segment.

    • 26

      From Building Rapport to Rules of Engagement

      Questions from the class bring up topics like how to transition from one phase of the conversation to the next and when to move to the rules of engagement.

    • 27

      From Building Rapport to Rules of Engagement Continued

      Audience participation continues in this discussion of timing and transitions.

    • 28

      Audience Challenges

      J. addresses specific issues facing members of the live audience. Find out what you can do in these situations.

    • 29

      Checklists, Softening Statements and Timing

      Learn how our instructor uses Skype to "have coffee" with long-distance prospective customers.

    • 30

      Raising Capital, Group Settings, and Subcultures

      More specific phrases and questions are shared to help you get the answers and information you need.

    • 31

      Accountability, Referrals, and Audience Takeaways

      The final step in your interactions with a potential customer can expand your network and increase your influence.

  • 32

    Takeaways Continued

    The class members share their favorite moments and most poignant pieces of information, and J challenges everyone to use what they've learned.