Why Real Estate Investors Need Good Sales Skills pdf

Why Investors Need to Have Good Sales Skills
By
Paul Medinger
Why Investors Need To Have Good Sales Skills
The biggest problem I see with new investors is that they know the "technical side of the
business", but not the deal closing side. These investors own dozens of courses on wholesaling
and can tell you everything you would want to know about assigning a contract, however,
they don't know how to go to a sellers house and close the deal.
All of that knowledge is useless if you can't walk into a seller's house and have the self-
confidence and sales skills to walk out with a signed contract in 30 minutes or less. Lack of
sales skills also means you are wasting a ton of marketing dollars.
So how do you gain sales skills and self-confidence and stop throwing away money? First, you
should be investing in your sales education. I highly recommend the following books:
1. Zig Ziglar- Selling 101
2. Brian Tracy- Advanced Selling Strategies
3. Tom Hopkins- Sales Closing for Dummies
4. Jeffrey Gitomer- Little Red Book of Selling
5. Dale Carnegie- How to Win Friends and Influence People
All deal closing champions have the following nine traits
1. High level of self-confidence - All sellers want to work with confident individuals. They
want to feel that you are the right person to help them get out of their situation.
2. Be Enthusiastic - Enthusiasm shows sellers that you love your job and that you will do
everything in your power to help them out of their difficult situation.
3. Invest a lot of time in education and self-improvement - This is one of the traits that
people find the most difficult to master. There are areas in your life to be cheap and
education is not one of them. You should constantly attend seminars, purchase courses and
work with mentors and coaches. If a course or seminar shows you how to buy an extra house
this year, or fill a house faster with a tenant, it is worth thousands of dollars over your
lifetime.
4. Smile - Sellers want to work with friendly and warm individuals. You should have a great
big smile as you shake their hand and first meet them.

5. Be positive - This trait goes along with being enthusiastic. You want to assure your sellers
that you can help them out of their situation and that their difficult rental property will be a
thing of the past.
6. Dress well - Image is everything and people do judge a book by its cover. When you meet
with a seller, you need to show up in business-casual attire. Never show up in jeans and a
ratty t-shirt. Also, when you dress well you feel more confident and better about yourself.
7. Treat everyone with respect - You may not like a seller or a tenant, or you may disagree
with their lifestyle. However, treat everyone like they have 100 houses they want to sell to
you
8. Use Showmanship - You should have a deal closing kit that you give to sellers when you
meet with them. This should include the following:
- Cost to sell worksheet, which shows the seller's much money they will save by working with
you.
- Testimonials which show how you are the world's greatest real estate investor and how you
have helped many people just like them.
- Coupons that the sellers will receive at closing as courtesy from your company (such as an
expensive dinner, or one night’s stay at a fancy hotel.)
- Letter which describes why you are superior to other real estate investors
- Special reports that show them how you can buy their house fast or take over their
payments immediately.
9. Be an excellent listener - There is the old saying that God gave us one mouth and two ears
and we should use them proportionately. Listening is so important in this business because
you will discover a seller's true motivation for wanting to sell a house and then you can
structure your presentation accordingly.
Prepare yourself for every meeting
Every time you prepare to meet with a seller you need to "pump" yourself up so you have high
self-confidence and you feel ready to go.
Once the seller opens the door, you better have a firm handshake and you better "act as if".
Act as if this is your 1,000 deal. I know this is not easy to do. When we start out in this
business we are all terrified. The thought of meeting a seller will make your legs tremble and

cause you to break out into a cold sweat. You better not let a seller see this fear or lack of
self-confidence.
Please take the time to learn how to become a deal closing champion. Stop losing thousands
upon thousands of dollars every month because when you meet with a seller you never seem
to walk out with a signed contract. Or even worse, your skills are so bad that you can't even
get an appointment and persuade a seller in the first place that you are the person who can
help them get rid of their property problems. Becoming a deal closing champion is one of the
most important skills that you will learn. You will be able to walk into a seller's house and
walk out with a signed contract in 30 minutes or less and do this on nine out of ten
appointments. If you aren't closing nine out of ten, then you aren't screening properly over
the phone, or your sales skills need lots of improvement.
Remember that practice makes perfect and nobody starts out as a deal closing champion. If
you invest in your sales education, learn your objections and consistently meet with sellers,
you will eventually join the top 5% of real estate investors and close several deals a month.