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Quickly Become An RE Investing Expert Consultant
| | Saturday, January 25, 2003 @ 05:00 AM EST
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Contributed by: Derrick Ali
Derrick Ali Properties
Read more archived articles about Buying
How to Quickly Become An RE Investing Expert Consultant versus a Salesperson?
People more often go for the consultative expert's time and again at any reasonable cost...cuz they BELIEVE it's a worthwhile INVESTMENT.
Every salesperson knows they should be acting as a consultative expert and yet very few achieve this distinction. The question is -- how do you make this transition?
First, you must achieve the level of expert within your RE Investing area of dominance. Achieving this level is not performed overnight. Many stop learning after reaching a small or even 'fair' size goal.
In many cases this achievement could have been buying and/or selling their first property. An expert continues to learn every day through a variety of methods:
1. Researching whose BIG in the REI game in your town (or Market Farm Area)? You do this by learning their methods and expertise that made them leaders.
2. Attending Seminars, Foreclosure Auction/Open Houses,
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and RE Sales-Marketing classes at local community college which point to your RE Investing target(s).
3. Reading articles and books and join and visit your Local REI Club on a regular basis.
4. Regularly Contacting Pros (Lawyers, Agents, Loan Brokers, Insurers) who specialize in your niche area.
Learning is one thing. Showing your expertise by sharing within your area is quite another. Experts become the teachers of their peers and their targets (personally I educate 100% of all my prospects before we meet.)
- I offer a Free Consumer Awareness guide:
"AVOID Becoming a Mortgage VICTIM: What to Ask A Mortgage Lender Before Getting A Loan?" (available on this Web-site)
- I visit local employer and package my RE Investor/Homeowner Consultant's Info to be made available for Employees whom are Sick, Laid-Off and/or Fired.
- I regularly advertise and mail consumer awareness guides
- I Host church or community group 'Home-Saver's Information days' where I help get the word out on special programs available to troubled homeowners facing financial hardship.
Needless to say I have become somewhat of an Expert and even more importantly a Resource within my Target Farm Area!
Point being is that an Expert shares what they have learned and move a step further by demonstrating how this knowledge can help make both their peers and targets more better for the experience.
Sharing knowledge for the sake of sharing knowledge is not quite enough. It is the transformation of this knowledge to practical application that is really important, like:
A. Mentoring of your Targets on how to do business with you
B. Instructing your Peers and other Professional Affiliates on how to refer deals to you
Experts move into a consultative approach by learning the needs of their customers.
We as RE Investors should always be willing to listen and ask open-ended questions when a homeowner is telling us WHAT'S IMPORTANT TO THEM! This is how we can PROFIT!
It is NOT by our own fancy words or presentation but through LISTENING TO OUR PROSPECTS!.
(You can get a sampling of my Free Scripts entitled: What to Say When Sellers/Buyers Call You on this Website).
Next Week in Part two we'll examine how the simple art of Listening can Make you Wealthy in 2003!
Much Success!
Derrick Ali
Note: Derrick Ali is Director and Chairman of Consumer Mortgage Loan Advocates. He is the author of The Quick Start Real Estate Investing Guide. Derrick specializes in Land Trust Transaction Engineering for Equity Holding Trusts(tm) and/or PACTrusts (tm)
methods. You can also hire him to consult you on the set up of these Land Trusts for you.
Word Cloud:
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