Above is a picture of me, in front of my first real estate purchase at 19.
When I started in real estate in 2004.
The game was totally different...
I was so excited, after buying my first home at age 19 and making over $55,000.
Here's a picture of me in front of my first real estate purchase 1 year out of high school.
SIDE NOTE AND UPDATE: I got an email from someone asking me what’s the 3 holes at the top of the picture. I guess the person was a ‘super young millennial.’ Before ‘digital cloud’ storage, we had to keep records in a three ring binder and that’s what I was doing. Interesting how things can change in little as a decade right? Moving on.
When you get your hands on ‘fast-easy money’ at a young age – typically this happens.
#1). You become humble and appreciate how great of country we live in.
#2). You become a pompous arrogant prick.
Guess what happened to me?
If you guessed #2 you’re 100% correct. 🙂
Just to prove it to you, here’s a picture of me ‘flashing money’ thinking it was cool and posting it on MySpace* (*MySpace was the ‘original’ Facebook).
When you get your hands on ‘fast-easy money’ at a young age – typically this happens.Then the ‘game changed’…
The real estate market crashed. I lost everything.
I’m sure anyone who was in the business that was doing anything… was impacted by this crash.
Then I went into the ‘transformation’ phase of my life.
The type of transformation not just in monetary stuff aka bank account but in character.
This is when I re-connected with my mentor who was considered one of the BIGGEST residential investor in Los Angeles during the 90’s.
He has since passed away but he said something to me that I would never forget on this one day.
It was a sunny August after noon…
We sat in the Jacuzzi that was on the roof of his Malibu home.
It had an amazing view, since his back yard was the Pacific Ocean.
My question to him was…
“How do you do more deals? I need more closings!”
He paused and stared into the sunset.
Then the next few words out of his mouth changed the course of my destiny forever.
I’m sure you probably have NEVER seen someone send out a post card like the one above (unless they where my client or student).
I was kinda proud of this ‘jumbo postcard’ since it worked REALLY well during the foreclosure crises.
Plus, I wrote it my self.
Yeah, it ONLY got a response rate of 0.87% but the people who called where ready to do business TODAY.
Why? I went after only Grade A and B sellers.
Then as the market shifted again in Los Angeles, this stopped working.
Does this still work?
Yeah, some of my clients and students still use this in their market today.
See …here’s the deal and I’m going to say this without sounding all high and mighty.
YOU are the only person who can take you where you want to go.
There is no Guru, teacher, mentor, author speaker, shaman, or whatever who can or will do that for you.
Sure, they can show you cool stuff.
They can show you what worked for them, they can give you encouragement and motivation …and they can help you keep your head on straight when the you’re facing challenges.
But the old adage of…
That adage is so true here.
And what that means in context of this post is simple.
SOMEONE has to work the leads, someone has to see communicate with the seller or buyer, or some way.
In a more ‘Non-Politically Correctness’ way…
DON’T F*CK AROUND AND EXPECT SOMEONE ELSE TO SAVE THE DAY.
Hell, they can’t!
Not even if they want to.
Only YOU can.
So whenever you’re considering buying advice, coaching, mentoring, seminar tickets, leads, or whatever – understand this:
UNLESS you’re bull-headed enough to immediately put what you learn into action.
Pig-headed stubborn NOT to quite when your first attempts inevitably present some challenges.
And if you’re waiting until you get some big amazing revelation before you actually do something, you’re going to be waiting for a long time.
There ain’t one.
Well, that’s not 100% true.
There is one…but it’s something you probably don’t want to hear.
Here it is:
And the stuff that’s worked for lots of other people will probably work for you too.
IF…you put in the effort.
See…that’s the key word there.
Let’s put a spin to this and add the word ‘educated’ to it.
Now we have ‘educated effort’.
THAT’s a powerful thing.
Add a little of ‘determination’ and you’re damn near unstoppable.
Then throw in a little bump of ‘strategy’ from someone who has done it before and you WILL get to where you want to go.
Hell, how much education do you need, anyway?
Imagine a guy wanting to lose weight (ahem).
How many books does he need to buy?
For the love of God, it’s easy!
Put the fork down and walk around for a few hours a day.
Do that for a month or so and you’ll weigh less. (Duh!)
That’s been the winning formula forever, right?
There’s a new diet book every 20 minutes or so it seems.
And the books aren’t the problem.
I’m sure they all work if the reader takes the education they just got, adds in a lot of effort, determination, and be pig-headed stubborn NOT to quite.
But that clearly doesn’t happen.
People just keep buying books and gizmos that go unused.
Same thing happens in the real estate marketing world.
We buy courses, seminars, and leads from vendors and then jump to the next one
…without implementing any of the stuff we just learned.
I have no IDEA.
Other than… that’s what I’ve seen.
It’s across the board the same, regardless if you’re an agent, broker, mortgage, appraiser, etc.
One person will take the information and actually do it and NOT quite.
They get results.
The rest, simply complains.
I know if you’re reading this, that’s NOT you.
So here’s my challenge to you.
1. Don’t buy any advice this month. Heck even mine! Go back and re-read whatever you’ve bought in the past. It’s still good.
2. Turn off the damn computer and write down all the good stuff you learn. On a legal pad. (OLD SCHOOL!).
3. Review those notes and write down every possible action you could take to start making to generate leads immediately. Do whatever actions jump out at you. Don’t over think this. Just do it. Life is short.
4. Call, text, email your data base of past and potential clients. You got their contact. Reach out and see if someone wants to sell or buy. Nothing happens until something gets sold. So start selling (and quit buying).
5. Take the money you would have spent on whatever new marketing product you were thinking about buying this month (but didn’t) and use that money to actually ‘generate leads’.
That’s right! Invest in business instead of buying more stuff about business. Revolutionary concept!
6. Measure the results of your activity (note the word ACTIVITY!) and tweak accordingly.
7. Repeat 1-6.
Oh – and if you’ve ever looked for a magic formula, that’s pretty much it.
I know because I’ve been at this now for 13 years and I’ve tried everything.
1. See what worked for other people.
2. Try it for yourself.
3. Adjust according to results.
Live More, Be More, Give More!