Prospecting for close-able real estate wholesale deals can be predictable, fun, and measurable, if... you understand how to remove the "emotional roller coaster" and focus on a simple prospecting philosophy that's guided by a very simple equation:
"The 52-48 = 4 Formula."
Here's how it works.
In every deck of cards there are always 52 cards, and... within every deck of 52 cards there are always 4 Aces.
That also means that 48 cards in the deck are NOT Aces.
For creative seller finance investors, burning through our list of leads (buyers or sellers) to find the "Aces" in each deck of cards... as fast as we can, is our only objective.
The problem arises when new (and sometimes not-so-new) wholesale real estate investor tries to magically transform the other 48 cards that only contain Jacks, Queens, Spades... into Aces.
It's a problem, because... well.. they're not Aces.
At least not yet. "Maybe" thru following up over time, they'll become Aces, but savvy pros don't ever try to force "non" Aces to become Aces. It's a complete waste of time. instead, they use automated follow up systems that "drip" on their prospects - over time - until they either become Aces or they unsubscribe.
In either case, the savvy investor pro never wasted their own time to figure out what the prospect would ultimately become. And neither should you...
Savvy investors follow this creed: "Professionals sort. Amateurs convince."
Years ago, I heard that saying for the first time, and for the first time, and it changed the way I prospected forever. I hope it does for you too.
You see, I too had been trying to turn Jacks and Spades into Aces, instead of "flipping through the cards" as fast as I could, so I could find my 4 Aces.
These Aces were the prospects that I wanted.
These are the folks that ultimately say "YES!" to my offers and allow me to lead them through my sales and marketing funnel, instead of me spending my time trying to convince them to do something they didn't want to do.
Another savvy investor creed to follow: "A man convinced against his will, is of the same opinion still."
... so why try convince those that don't want to be convinced, when you can just save time and sort, right?
Here's why you might be tempted to convince your prospects like an Amateur, instead of sorting through them like a Pro:
At PushButtonInvestor.com, we use sales and marketing funnels to solve this problem of quickly finding our 4 Aces by:
The above processes allow us to avoid the temptation of:
So how do you know when you have come across a Jack or a Queen vs. a true Ace?
You ask them to do "jump thru a series of hoops" for you, that will either prove them to be an Ace, or... prove them to be a Jack or Queen. Serious Aces do what you ask them to do. They follow you as their leader. Jacks and Queens don't. They aren't really looking for help, and thus... they're not looking for a leader that can lead them to the solution they're saying they need.
Personally, I ask my prospects to:
They're either going to take one of the above steps, or they're not. It's that simple.
For those who do not yet have automated systems to follow up with their prospects, I recommend the following follow up sequence.
If a prospect has not called me back, gone to visit one of our sites, or has more reasons why they have not been able to do something I've asked them to do than reasons to do these simple tasks, they are Jacks and Queens.
I no longer have to guess whether someone is a fit for what we do or not. They have made it abundantly clear for me, and thus... I do not have to waste any more of my time.
Making 4 follow up calls may seem like a lot of manual work, and frankly, after a while, it can be.
So we recommend that after you start to understand what you're selling and how to effectively sell it, you upgrade to more automation tools (sales funnels, email auto response sequences, etc.), so your work load decreases, while your income increases.
We use auto-responders to do all of our follow ups for us with companies like Aweber.com.
Auto-responder email messages contain my professionally written ad copy sale messages and are sent out a pre-determined time with a pre-determined message so as to "speak" to various types of prospects.
Our affiliates here at PushButtonInvestor.com do not have to write their own, because they're included in the software we offer, among a ton of other things that comprise a complete real estate investing business infrastructure.
Check out our auto-responder messages here by watching the first video, and then entering your name and e-mail address to start receiving these automated messages.
I hope you've enjoyed learning how to identify prospects that will buy from you, and I hope you'll take the next step and grab my free, 7-part video series that shows you how to automate 90% of your real estate investing without using your own cash, credit, and even if you have zero experience by clicking here now.
Russell de la Peña
P.s. Be sure to check out our free, 7-day video series showing you how to build a "no money down" real estate investing business that allows you to automate 90% of your work by clicking here.
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