Sales Techniques Using Emotions and Getting Results

Well, here it is- the absolute fastest way to get skyrocketing results instantly. Is it a pill? Is it a workshop? Is it a toolbox of secret strategies? Hardly. And you know what? It can change your income, the size of your game and your life in an instant. Wanna know how? Youll think Im nuts, but its the simplest sales technique strategy of all. Get mad! What? "Blair, youve always said that high emotion = low intelligence. Whats up with you?"

Ill give you an example. A great client of mine is a company called BarkBusters. It is a very cool franchise. They are in-house, on-site dog trainers that in a 3-4 hour session can train any dog and guarantee the training for the lifetime of the dog. Awesome. Kendra was a talented medical professional who had had enough of professional life. She loved dogs and bought a BarkBuster franchise. She quickly became majorly frustrated. She made few sales. Income was nonexistent. She targeted veterinarians whom she knew could be a great source for referral business.

However, these professionals shunned her, ignored her and wouldnt even return her calls. She didnt want to be a pest so she did her best not to offend or come off like a salesperson. After all, she thought, They (vets) are professionals' and so am I." This experience repeated itself for months. She was depressed. Ever know that feeling? Feels like nothing is working. You think youre doing the right thing. Your little voice starts saying, "Maybe this is a bad idea. Maybe Im not cut out for this lousy (you fill in your own favorite phrase) business!"

Kendra finally got to a point where she was so upset at what was happening that she got mad. Real mad. She actually at one point blurted out, I have nothing to apologize for! What I am doing is not only awesome and great, but anyone that doesnt get it is a moron!!! Then, as if by a stroke of magic, doors suddenly opened; vets started responding. She became inundated with so many bookings that she had to hire an assistant to keep up with the work load! Of course, everyone in the company clamored to her to find out her strategies for success. It was simple. She said it, "Just Get Mad! Stop apologizing."

Turn your depression into anger if necessary and allow your emotion to go high enough to override the so-called intelligence or logic of that crazy little voice in your head that is trying to look good and not make mistakes. At that point you become real and authentic. That is when you become irresistible. When the emotion wipes away the fear of looking dumb and reaches a point of massive perturbation or pressure, the real you emerges- sometimes pretty and sometimes not so pretty. But at least it is the real you. Why? Because what is happening on the outside is a reflection of what is happening on the inside.

By the way, dont take your anger out on others. This is between you and your little voice. One of our SalesPartners, Howard early in his sales techniques training, was making door-to-door cold calls on small businesses. The sound of NO seemed to be the only sound in the air that week for him. Finally, he walked into one business and handed his business card to the woman there who asked what he did. He said, I help small- and medium-sized businesses increase their sales, drive up their profits and turn their staff into great teams in a very short time frame. The woman handed the card back to Howard and said, We arent interested. Howard said that he had enough. It was one "NO" too many, and he finally got mad. He said, Let me get this straight. Which thing are you not interested in? Increasing your sales, driving up your profits or turning your staff into a hot team? Which is it? He said the woman looked at him, reached out and took his card back and said, We need to make an appointment to talk this week.

Get mad! Its okay. It may not be pretty, but it may be long overdue. The moment you do, something magical will happen.

What is YOUR little voice saying to you? Is it time to shut it up? Is it time to get mad? Is it HIGH TIME YOU GOT RESULTS? The good news is that management of your little voice is 100% in your control and can be controlled fast. Learn 18 ways to re-program your brain in 30 seconds with the Little Voice Management System. I share the above to serve you and to be your ally in quieting your little voice and finding the BIGGER self inside of you that will lead to success that is uniquely you and distinctly yours! It's okay.

As a facilitator of personal and organizational change, a trainer and a dynamic public speaker, what differentiates Blair Singer are instantaneous and sustainable results. His approach is one of high energy, intense and precise personal development and inspiration. His high impact approach and unique ability to get entire groups of people and organizations to change behaviors quickly, results in peak performance levels of achievement in extremely short periods of time.

In 2001, Blair Singer created SalesDogs: a methodology that offers life-changing sales and communication success which has helped thousands worldwide to increase their incomes. This unique process identifies and magnifies the natural strengths of an individual or team and converts them into positive results, personal satisfaction and income.

http://www.salesdogs.com/pages/products/lvms.html

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Investing In Short Sales

Anyone actively investing in foreclosed and distressed properties has no doubt come across one major problem. Finding deals with equity! Trust us, this is a nationwide problem.

There are so many foreclosures out there; unfortunately most of the homeowners owe what their property is worth. We find that most investors walk away from deals with no equity. They either dont know what to do with a no-equity deal or they are unwilling to put forth the effort necessary to make the deal work. In situations like this, we SHORT SALE the mortgage. What is a short sale? You ask. To short sale a mortgage means getting the bank to accept less than is what is owed as payment in full. There are several steps that will ensure your success when short selling mortgages.

First of all, you must have the homeowner under control. Many investors are under the misconception that they can buy the property directly from the bank while it is in the foreclosure process. Not true! The bank does not own the property until the moment of the courthouse sale. You can buy the mortgage and finish the foreclosure process, but you cannot buy the property. Youll have to work hand-in-hand with the homeowner if you plan to short sale mortgages.

Here is how it works: A homeowner calls you and tells you he or she is in foreclosure; owes $350,000 on his property; its worth $290,000 and he is 3 months in arrears. He wants to move on with his life but cant sell his house because he owes what it is worth. Here is where you come to the rescue. You meet with the homeowner and have him sign an Authorization to Release form (this gives the bank permission to speak with you about the account) and a sales contract for the amount you are willing to pay for his property. In this scenario we are going to offer $190,000.

Next, you call the bank and ask for the Loss Mitigation Department. This is the department that handles properties that are in foreclosure. Tell the person handling the account that you are trying to help Mr. Smith with his foreclosure and you are willing to buy the property from him. However, due to its poor condition you are only willing to pay $190,000 as payment in full. Fax the sales contract for $190,000; comps in the area; an extensive list of repairs that are needed to bring the property up to marketable condition; a net sheet (a title company will help you with this); and some really bad pictures. The bank will then review the information and make a decision. Lets say they counter at $230,000; you counter again at $200,000; they accept! Its that simple! We short sale many, many mortgages every year. Banks are not in the business of owning properties. They would rather short sale a mortgage than go to the courthouse steps.

I like to share an incredible deal which I recently came across in Arizona, the reason I share this particular deal vs. the dozens of others I do per month, is because this was the fastest short sale and flip I have ever done. I came across a property valued at $200,000 in a distress situation. The property had a mortgage of approximately $238,000 and was in need of several thousand dollars of repairs. Based on the fact that the current owner owed more than what the property was worth I did what any prudent investor would do, I immediately started a short sale proposal. I contacted the bank and began the process. My first offer was $120,000. The bank laughed and told me to make a higher offer. After several phone calls, the bank agreed to accept $135,000 as payment in full. That is a $103,000 short sale! I Agreed and then wholesaled the property to another investor for $168,000 and made a smooth $33,000 in less than 8 weeks!!!

This is a typical case where having a firm grasp on creative real estate enabled me to turn a nothing deal into a something deal just by picking up the phone. I made money (and a lot of it) on a deal most investors would have passed by. The bank was happy with the short sale,

So the next time you get a call from a distressed homeowner with no equity, what will you do? Walk away or make a few simple calls and turn your time into cash? I certainly hope you will make the small effort it takes to short sale the mortgage. It is such an easy way to make money in an industry where great deals are tough to come by. When you short sale a mortgage, not only are you helping yourself; you are helping a very distressed homeowner and giving them the chance to start over. One can never go wrong when win/win is the solution.

Rick Sarouk is an active nationwide real estate investor and certified appraiser. He has been investing in foreclosure and preforeclosure real estate for the past 18 years. Visit http://www.RealEstateInvestorsLife.com for more investor resources.

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