Why Real Estate Investors Fail

8/7/2019 Why Real Estate Investors Fail

http://slidepdf.com/reader/full/why-real-estate-investors-fail 1/43

WhyRealEstateInvestorsFail

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TABLEOFCONTENTS

MESSAGE FROM THE AUTHOR 5 FOREWORD 7 WHY THEY FAIL 8 EIGHT UNIVERSAL PRINCIPLES FOR CREATING A SUCCESSFUL INVESTING

BUSINESS 11 PRINCIPAL # 1: CLIENTS DO NOT WANT TO BE SOLD TO 11 PRINCIPAL #2: CLIENTS NEED TO BE GIVEN A REASON TO COME TO YOU 13 PRINCIPAL #3: YOU MUST UNDERSTAND CURRENT MARKET TRENDS (NICHES) 13 PRINCIPAL #4: HAVE AN EFFECTIVE MARKETING PLAN TO REACH CLIENTS 14 PRINCIPAL # 5: WORK ON YOUR BUSINESS, NOT IN IT 14 PRINCIPAL #6: AUTOMATE AND DELEGATE: OPTIMIZE LEVERAGING

TECHNIQUES (OUTSOURCE NONCORE FUNCTIONS) 15 PRINCIPAL #7: INCORPORATE SUCCESFUL BUSINESS SYSTEMS 17 PRINCIPAL #8: STRIVE FOR SUCCESS AND DO NOT WORRY ABOUT FAILURE 21 THE CORE FOUNDATION TO SETTING UP A SUCCESSFUL REAL ESTATE

INVESTMENT BUSINESS 23 MARKETING: THE FOUR STAGES 32 LEAD GENERATION 33 THE FOUR TYPES OF LEADS 35 CPA NETWORK 36 CRAIGLIST … BACKPAGE … REAL ESTATE FORUMS 38 CONVERT LEADS INTO CLIENTS 38 LEVERAGING 39





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A THREE PRONGED APPROACH TO LEVERAGING 40 CONCLUSION 41





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MESSAGE FROM THE AUTHOR

“Fail⋅ure:apersonorthingthatprovesunsuccessful;anactorinstanceoffailingor

provingunsuccessful;lackofsuccess.”

Wow,asIthinkaboutthetitleforthisbook,

letmesaymyintentisnottocomeacross

asnegativeordefeating.Verymuchonthe

contrary,myobjectivehereistopointout,

largelyfromexperiencesbaseddirectly

frommyownlife,whatinvestorsshould,

(orshouldn’t),doastheygoaboutsetting

uptheirbusiness .Asplashofcoldwater?

Perhaps,butmeantnottodissuade,but

indeed,toinspire,andintheprocessto

passalongtriedandtruetools,ideasand

processesforsuccesstothosewhofind

themselvesatcriticalcrossroads,unsureof

howtogettheirbusinessmovinginthe

rightdirection.

It’sbeensevenyearsagosinceIstarted

investinginRealEstate,andtherehave

beenmany,manyupsanddowns .It’sbeenunimaginable.Fortunately,theups

haveovercomeallthedowns,andthat’sa

greatthing.Someofthosedownswere

reallylow,butthat’sbecauseIdidn’tsetup

mybusinessproperly.Ididn’tdotheright

thing.IwasaOneTrickPony!WhenIfirst

gotintothisIwasdoinggreat.Ifirststarted

asaninvestor;Iwasridinghigh.Living

whatIthoughtwasthelife.Drivingthecars

Iwanted.Livinginmydreamhouse,makingcrazy,ridiculousmoney.ButIdid

whatalotofpeopledo.Ididsomeofthe

wrongthings.AtthetimeIdidn’trealizeit.

Ihadsuccessfullybuiltamulti‐milliondollar

business,andanevenlargerportfoliobased

ononeinvestingstrategy.

Thethingis,Igotcomfortable.Igotlazy.

TheMarketChangedAndthenIlost

everything.Mybusinesswasbuiltforone

strategyandwhenthemarketchangedit

becameadownwardspiral,justspinning

outofcontrol.AtonepointIhadtobringin

atleastfifty‐fivethousandamonthjustto

covermonthlydebtloadsonhomes.Soif

thatisacueinhowtoinvestthewrongway,cuethatinrightthere.Fifty‐five

thousandalonejusttocovermonthlydebt

loadsonhomes,andthatdoesn’teven

includelivingexpenses,whichobviously

werehighduetothelifestyleIhadbecome

accustomedto.Sothingsonlygotworse

andIendeduplosinginabigway.I

actuallylosteverythingtocomplete

bankruptcy.Itbeatmeupmentally,

physically,emotionally.Iwentthroughallkindsofemotions.

Thethingis,inspiteofitall,Iwasableto

liftmyselffromfailurebecauseIdidnotgo

brokeintellectually ,andIrecognizedit.

I’vereadenoughbookstounderstandthat,

andIcouldhandlethefailure,butbecauseI

kneweverysuccessfulpersonhas

experiencedfailure ,thekeyishowheor

sheovercameit.SothethingthatIwrestledwiththemostwasfeelinglikeI’d

letotherpeopledownwhenallthat

happened.Ihadcreatedthismulti‐million





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dollarbusiness,ahugebusiness.Had

family,everythinginvolvedinit,andlostit.

Lostitduetopoorstructurethatwas

unabletohandlemarketshifts.

ButitsokaybecausewhatI’mheretodoistoexplainhowtobouncebackandachieve

yourgoals.InthisbookIsharemyideason

howtogoaboutsettingagoodfoundation

foryourbusiness,andmostimportantly,

howtoeliminatethatrealorperceived

senseoffailureyoumaybefeelingatthis

earlyjunctureinyourbusiness .Ihopethe

informationinthisbookisofvaluetoyou,

andthatyoulearnfromitsothatyounever

havetoexperiencefirsthandwhatIhadtogothrough.LikeIsaid,everysuccessful

personhasexperiencedfailure,andthe

keyishowtoovercomeit .

MyturningpointwasthedayIrealizedthat

thereareonlysomanytimesIcanfeel

sorryformyself,somanythingsIcanworry

about,somuchnegativityIcanletintomy

lifebeforesomethinggives.Ikeptlooking

forwhatwasgoingtogive,whatwasgoingtochange,and Irealizedthatnothingwas

goingtochangeuntilImadeitchange,and

that’swhatIdid.Alightbulbwentoff.I

realizedman,enoughisenough…Enough

isenough!Ilookedatmyselfinthemirror

andsaid“Nate,you’vedoneitonce,you

candoitagain…onlybetter !”That’s

whatanyonecando‐‐Learnfromothers

andtheirmistakesinmakingthingsbetter.

AtthispointIdecidedtobuildmybusiness

aroundmylife.IknewIwantedastress

freelife.IknewIwantedtobeabletodo

whatIwantedtodo,whenIwantedtodo

it,andhowIwantedtodoit.Ineededto

havetheflexibilitytodothethingsthatI

wantedtodo.Ienjoytraveling.Ienjoy

spendingtimewithfriends.Ienjoy

spendingtimewithfamily.Ididnotwant

anythingtoevercomeinthewayofme

stoppingfromdoingthat.Therewereno

twelvehour,orfifteen‐hourdaysforme.

Nosleeplessnights,noneofthat.Iwanted

towakeupwithasmileeveryday.Enjoya

stress‐freelifeandmakelotsofmoney

doingit.

Therewasonesimplekeythatledmeto

rebuildmylifeandfinancialwealthfaster

thanIeverdidthefirsttime .Ibuiltmybusinessaroundmylife!Thiswastheone

majordifferencebetweenthefirsttimeand

secondtime.Absolutelynoriskthesecond

timearound.Ifoundstrategiesaround

that.ThatiswhatIhopeyouwillgetfrom

thisbook.Howyoucanbuildyour

businesswithnorisk.Itisveryimportant

tounderstanditandIt’sagreat,profitable

wayofdoingbusiness .

Enoughsaid.Ijustwantedtosharethis

withyoubecauseIwantyoutounderstand

thatnomatterwhatyouhavebeen

through,whatfailuresyouarefacingor

fearinginthehorizon,youCANsucceedin

anythingyoudo!UnderstandthatReal

Estateinvestingstartswithyou,andyou

havetheabilitytobesuccessful!





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" W h e t h e r y o u t h i n k y o u c a n o r t h i n k y o u

c a n ’ t , y o u ’ r e r i g h t ."

-- Henry Ford

FOREWORD

RealEstateinvestmentsareoneofthethingsthatcanbringongoingfinancialprofitsevery

month.Whentheyincreaseinvalue,yourinvestmentsbecomethatmuchmoreimportantand

profitable.That’swhyformanyyearsplentyofpeoplehavebecomewealthythroughinvesting

inRealEstate.Youcangetyourmoney’sworthwhenthevalueofyourRealEstateinvestment

increases;however,peoplewhoareinterestedinRealEstateinvestmentneedtoknowthat

therearemanythingstoconsider,andifnotdoneright,cansetthestagefordisappointment

andlaythegroundworkforfailure.

Makenomistake,withcommitment,apositiveoutlook,andtherighttoolsandprocesses,there

isnodoubtyoucanbecomeverywealthyandsucceedinthispursuit,butnote,youwillhaveto

stayinitforthelonghaulinordertomakeitworkforyou.Itisalsoveryimportantthatyou

participateinyourownsuccess.Myintentinsharingthestrategiesandtechniquesyou’llfindin

thisbookistohelpyoureachahigherlevelofsuccessthanyoueverthoughtyoucouldreach,

whilealsopreventingyoufromfocusingonthewrongthingsthatmayultimatelylaythe

groundworkforfailure.

Aboveall,haveagoodtime.EnjoytheRealEstateinvestingside.It’sanexciting,dynamicand

phenomenalbusinesstobein!





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WHY THEY FAIL

I’veseenandpersonallyexperiencedmany

reasonswhyinvestorsfail.Infact,thehighs

andlowsofmycareerasaRealEstate

investorhavepersonallythoughtmethat

firstandforemostyouneedtobuild

andgrowyourbusinessaroundyour

life,andrecognizethatitisnotahobby,itisabusiness.Youmustcommittoit

knowingthatfailuretotreatitassuchwill

surelykeepyoufromachievingthesuccess

youdesire,andcouldevenresultin

negativelyimpactingyoufinancially,and

thuspotentiallyevenyourwellbeing.

Myintentinthisbookistosharethe

knowledgeandexperienceIhave

acquiredInRealEstateinvestment,andtohelpyoubetterunderstandtheentire

conceptasyoulooktoincorporatethis

valuableandlucrativebusinessintoyour

professionallife.Youwillalsolearnthe

variouspitfallsandbarriersmany

investorsfacealongtheway,often

becomingthereasonsofwhytheyfail.

Key Barriers That Keep Investors From

Succeeding

Thefollowingareseveralkeybarriersthat

keepinvestorsfromsucceeding;theseare

mistakescommonlymadeandlargely

responsibleforinvestorsfailing.The

sectionsthatfollowaddresstheseareas

andexplainwhatyoumustdoinorderto

preventfallingintothesamepitfalls:

Perceivingthebusinessastoo

complexorrequiringextensive

technicaland/oradministrative

skills

Believingthatyouneedtohandle

everyaspectofthebusiness

yourself

Seeingyouandyourbusinessasa

product,a“commodity”,insteadof

avalue‐generatingservice

Placingemphasisonbeinganiche

investor

Lackof,orimproper

implementationof,processes,

systemsandsupportinfrastructures





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Unabletoefficientlyacquire,

nurtureandleverageleads

Spendingmoneyandresourceson

thewrongtypeofmarketing

Dilutingresourcesandlackoffocus

intherightmarketniches

Failuretoidentifyandincorporate

multiplesourcesofrepeat(and

passive)revenue

Inabilitytoincorporateand/or

optimizetheuseofonlinesystems

andresources

Tried And True Best Business Practices

InthesesectionsyouwillalsofindwhatI

considertobevaluabletriedandtruebest

businesspractices.Ialsolistvarious

systemsandtoolsthattothisdaycontinue

toprovidemewithwhatIneedtoensurea

smoothandconsistentoperationofmy

businessonaday‐to‐daybasis.

Thebookaddressestheintegralbitsand

piecesthatmakeupwhatIbelieveisa

dynamicandrewardingbusiness ,including

importanttopicssuchas:

Thebasicstosettingupasuccessful

RealEstateinvestmentbusiness

(e.g.,TheCashCycle)

Therightwayofmarketingto

convertleadstoclients,closingthe

dealandleveragingforrepeat

business

Theeightuniversalprinciplesfor

creatingasuccessfulRealEstate

investingbusiness

Whyyoumustbeamarketer,nota

salesperson

Reversemarketing,andtheright

waytoadvertise,targetand

leverage

Multiplestreamsofincome:

Marketingtacticsandhowto

identifyandgrowpassive(recurring)sourcesofrevenue

Other Valuable Topics

Thetopicsalsoincludeotherimportant

aspectsofrunninganefficientoperation

suchas:

Theimportanceofautomatingand

delegatingaspectsofyourbusiness

toothersupportgroupsand





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infrastructures

Usingpropertechniquestobuild

andmanageyourinvestorlist

Howtobestcaptureclient

information,preferencesand

requirements

Suggestedmethodsformanaging

clientexpectationsandleveraging

relations

Consistency, Commitment And A

Positive Attitude:A Recipe For Success

IwouldberemissifIdidnotalsotouch

upontheimportanceofconsistency,

commitmentandofhavingapositive

attitudeineverythingthatyoudointhis

business.Yes,therewillbetimeswhenyou

feelfrustratedorperhapsindoubtwiththe

pathyou’retaking.Donotletnegativity

comeintoyourlifeandaffectyourabilityto

growyourbusiness.

Alwayskeepinmindthatnomatterwhere

youareinlife,orwhatpotentialobstacles

youmightseeinfrontofyou,it’sallabout

bringingitbacktothebasics.Believein

yourselfandotherswilldoaswell.Know

andrecognizethatyourdrive,coupledwith

yourpotentialforboundlesscreativity,areessentialtoyoursuccess,andbelievethat

withinyouisthecapacitytohelpyourself

andotherssucceed,andintheprocessgain

thewealthandindependenceyoudeserve.

I’ll Teach You The Skills … You Bring

The Passion





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EIGHT UNIVERSAL

PRINCIPLES FOR

CREATING A

SUCCESSFULINVESTING BUSINESS

Thereareeightuniversalbusinessprinciples

forcreatingasuccessfulRealEstate

investingbusiness.Theyareasfollows:

Principal # 1: CLIENTS DO

NOT WANT TO BE SOLD TO

Theharderyoupursueinyourattemptsto

beasalesperson,thefasteryourpotential

clientswillrunfromyou.

Be A Solution Provider, Not A Sales

Person:

A Great Real Estate Investor Can

Establish Value, Build Loyalty And

LIFETIME Clients

ConsiderthatmostRealEstateinvestorsare

salespeopleinsteadofsolutionproviders

andmarketers.Assoonasyourclientfeels

you’reasalesperson,he/shewillinstantly

viewyouasacommodity andloose

interestindealingwithyou.Thisis the

fastestwaytoloselegitimacyandyour

valuetoanyclient;especiallysomeone

you'retryingtohelporsomeoneyou're

workingwith.

Asalespersonsellsprospectivebuyersthe

productstheyhave.Whatentrepreneurs

andRealEstateinvestorsaresellingis

themselves.Therearealotofpeopleout

there,right?Soamarketermakessurethat

theyhavewhatprospectswanttobuy.

ThusagoodRealEstateinvestorisagreat

solutionproviderandmarketer .You'renot

acommoditythatcanbepulledfromthe

shelves,andyou’renotsomethingthatcan

easilybereplacedbyasmoothtalkeror

betterdeal.AgreatRealEstateInvestor

canestablishvalue,buildloyaltyand

LIFETIMEclients.

Do Something Different …

Market “Outside The Box”

Mostpeopletrytomarketthemselveswith

imageadsthatdiscussthesamedeadbeat

typeofmarketing:“Webuyhomes”.You

knowwhat?Dosomethingdifferent.Doa

signthatsayssomethinglike:“Ihatethe‘webuyhomes’guys,’ifyoudotoo,call

me.”Changeitup.It’sabsolutemadness

ifyouhavethesamemarketingas





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everyoneelse.Soyoumustthinkoutside

thebox.Utilizedifferentmarketing.

Separateyourselffromallthe

commodities,andbringbusinessinthe

door.Itallcomesfromthewholebasic

thing;ifyouradlooks,feelsandsmellslike

advertising,thebestchanceisthatyour

potentialclientswillneverseeit.The

reasonistheaveragepersonisexposedto

thousandsofadsandmessageseverysingle

week.Betweenflyers,TV,radio,

newspapers,etc.Youseeallthatstuff

everywhereyougo.Youmuststandout .

Allthiscrazymarketingthat’sgoingonhas

madepeopleimmunetoadvertising.Thisis

thereasonwhybig,flashyadvertingisdone

bymostmarketers.Theyallclaimthesame

oldtiredpromisesofservice,qualityand

integrity.Thethingis,manyofthemdo

theiradvertisinghaphazardly,anddon't

tracktheirleads.Attimesit’sobviousthey

justdon’tquiteknowexactlywhattoget

into.

Prospects Do Not Want To Be Sold;They Want To Seek Council With A

Credible, Trusted Professional

So,rememberthis:prospectsdonotwant

tobesold,especiallyinthisRealEstate

businesswhereyou'recomingacrossasa

knowledgeable,credibleprofessional

helpingpeopleout.Theydon’twanta

smoothtalkingsalesman;andyou

shouldn'tbe.

Instead,doyourbesttotrulybeoutthere

tryingtohelppeople,because helping

clientsoutofsituationsisactuallyyour

duty.(Icertainlybelieveit'smydutyto

helppeople,especiallyafterfacinga

downfallwhereIfeltI’dletothersdown.I

willalwaysrememberwhenIlostitalldue

tobaddecisions.HowIwishI’dhadamentorthen.Butit’sokaybecauseI’m

hereinthatroletoday,anditgivesme

greatpleasuretosharemyexperiencesand

knowledge,andtoexplainhowIbounced

backandachievedmygoals).

Don’t Become A “Commodity”:

Establishing The Right Frame Of Mind

You'vebeentrainedtoconductyourselflike

everyothermarketerandthatisactlikea

commodity.Peopledonotwanttowork

withacommodity.Theywanttoworkwith

aprofessional,alocalguruwhotruly

understandsthebusiness.Youneedto

becomesuchaperson.Todothisyoumust

clearallmisconceptionsandopenupyour

mind.Liftthelidofftheboxandshedaway

yourpre‐conceptions;youneedtoletthem

go,andasyoudoyou’llbeabletolearn





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howtomakeitallpossible.

Principal #2: CLIENTS NEEDTO BE GIVEN A REASON TO

COME TO YOU

Equallyasimportantisprinciplenumber

two,whichbasicallydealswiththefactthat

clientsmustbegivenareasontocontact

you.Thisthenbegsthequestion:Whatdo

clientswant?

Inaddressingthischallengeyoumustask

yourselfthefollowingquestions:

1. Whataremyclient'smotivations?

2. Whatismostimportanttomy

client?

3. Whatdoesmyclientwanttobuy

orsell?

The Key To Finding Out What Clients

Want: ASK THEM!

Findingoutwhatyourclientswantiseasierthenyouthink;justsimplyaskthem.Do

thiswhenyouhavethemonthephone

whenyouprescreenthem.Somanypeople

don’tjustask,andit’ssosimpletodo.Not

understandingwhatyourclients’needs

are,isdefinitelythebiggestmistakethat

mostbusinesspeoplemake ,especiallyin

RealEstateinvesting.Forexample,wejust

assumethateveryonewantstosellmaybe

becausethey'reinforeclosure.Thismay

notbethecase.Basedoneachsituation

you’llneedtospeaktoeachprospective

clientdifferently,addressinghisorher

specificquestions,concernsandneeds .

Principal #3: YOU MUST

UNDERSTAND CURRENT

MARKET TRENDS (NICHES)

Don’t Niche Out Your Business …

It Goes Against The Grain, But Do This

If You Want To Build A Long-Term

Business That Makes Money …

NO MATTER WHAT MARKET WE ARE IN

Asavaluableresourceyoumust

understandcurrentmarkettrends .Asa

successfulRealEstateinvestor youneedto

adapttothemarket .Considerbeingan

investorspecializinginshortsalesorREOs.

Whatisgoingtohappentoyoubusiness

whenthemarketshifts?Itwillandis

alreadyhappening.Ifyourbusinessisbuilt





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ononenichethenyouaregoingtobeat

squareonerealsoon.Ifyouimplementthe

CashCycleyoucandoitall.

Principal #4: HAVE AN EFFECTIVE MARKETING PLAN TO REACH CLIENTS

Build A Targeted Market List Aligned

Specifically To Your Niche

Todothisyoumustthereforebuilda

targetedmarketinglist .Thereisnopoint

ininvestingyourtime,resourcesandmoneyinmarketingtoamassaudience,

justasitmakesnosensetomarketwithout

adefinitiveplantotrackitssuccessratio.

Makesurethatasyouputyourmarketing

togetheryoustarttestingit.Youwantto

testoneheadlineafteranother;onepiece

ofdirectmailafteranother;onemessageto

another.Test,andkeeptestinginorderto

eliminateguessworkandminimizetheriskoffailure.

Whateffectivemarketingtechniqueswill

youbemakinguseoftodevelopyourlist

andattractpeopletoyou?Areyougoingto

usenewspaperads?Roadsidesigns?

Banditsigns?

Youcanalsodocoldcalling,althoughIdon't

recommendit.Areyougoingtouse

hotlines?Directmail?Internet?PPCand

CPMstuff?TVcommercials?Radioads?

Thethingsyoucandoareendless,but

you’llwanttouseonlyafewofthemata

time,andphasethemingraduallyasyou

trackyourresults .Aboveall,makesure

yournotspending$10,000dollarsinthe

blindandwithoutawell‐definedmarketing

plan.

Have A Well Defined Marketing Plan,

And Take Geographical Location Under

Consideration

You’llalsowanttotakegeographical

locationunderconsideration,andmake

sureyoutestinthedifferentmedians

you’reconsidering .Everyareaisdifferent.

Youmayfindoneareawherenewspaper

adsgeneratetonsofleads,whileinanother

areanewspaperadsdon’tgeneratemuch

response,butradioadsdo.(Bytheway,

radioadscanbeexpensive.Ifyourun

them,makesureyouhavetheright

message).Again,thekeyistestingand

understandingyourresults ,so,makesure

you'redoingthattherightway.

Principal # 5: WORK ON

YOUR BUSINESS, NOT IN IT





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Be Sure To Work ON Your Business:

It’s Not A Job; It’s A Business …

YOUR Business

Youhavetostartlookingatyourjobasyourbusiness.Theonlyeffectivewaytodo

thisistoworkonyourbusinessandnotin

it.Toomanypeoplespendalltheirtime

turningtheirwheelsworkingintheir

business.

Oftentheybelievethatthedailygrind

$10.00perhourjobisgoingtomakethem

moremoney.Quitefrankly,it’snotgoing

to.Soyouhavetomakesurethatyou’re

workingonyourbusiness,andensuringthat

you’releveragingpeopletohelpyouwork

onyourbusiness.

Principal #6: AUTOMATE AND DELEGATE: OPTIMIZE LEVERAGING TECHNIQUES (OUTSOURCE NONCORE FUNCTIONS)

Understandingandutilizingleverage

techniquesisakeycomponentto

maximizingprofitableresultswiththeleast

amountoftime,energyandrisk.Thisis

whatwecallautomatinganddelegating.

Automatingisputtingsystemsinplace;

delegatingisutilizingyourteammembers

andbusinesspartnerstodothethingsthat

needtobedoneandfalloutsideyour

sphereofcoreprocesses.

Leveraging Techniques:Understand And Use Them To

Constantly Improve And Grow Your

Business

Asyourbusinessgrowsyouneedtokeep

focusingonwhatyouarebestat,(e.g.,the

incomeproducingactivities).

“Ifyoudon’tstartoptimizingyourtime,

you'renevergoingtoexperienceyour

freedomandgetoutofthisratrace.”

It’simportanttonotseethisasatypical

“job”.Thisisabusiness…YOURBUSINESS

…andyourentirefocusmustbeon

buildingitformassivesuccess !

Letmegiveyouanothergoodexampleof

workingonyourbusiness.Igetcaughtup

inthismyselfsometimestoo.Iwasupin

themountainsnottoolongagowithagood

friendofmineworkingonafourdifferentmulti‐levelcampaigns.





Page16of43

Onemultilevelcampaignhasdirectmail

pieces,websites,hotlinesandfreereports.

Youhaveyourfollowupmail,auto

respondersandalltheseotherdifferent

majorpiecesthatgointoit.Weknowwe

havetheconcepts;wecreatedthem.In

fact,wecreatedthefirstonebyhand.We

diditall,butthenthethingiswerealized

thattherearesomegreatcopywritersout

there.(IknowtherearebecauseI've

workedwiththembefore).Sowhatwe

decidedtodowasoutsourcesomeofthe

functionswedeterminedwereeither

outsideourscopeofexpertise,ortaskswe

consideredadministrativeinnature,and

thussomethingwecouldhavesomeone

elsedoinorderto freeupourtimetofocus

onthecoreessentialsofourbusiness .

Use Outsourcing As A Way To Free

Yourself From Noncore, Day-To-Day

Minutiae

Freeingyourselffromnoncore,day‐to‐day

minutiaeandoutsourcingthemtoothersgivesyouthefreedomtoinsteadfocuson

thoseareasthatarevitalandalignedmore

directlytogrowingyourbusiness,andto

ensuringitscontinuedsuccess.

You Don’t Need To Work HARD To

Make A Lot Of Money …

You Have To Work SMART To Make ALot Of Money!

Therefore,wetooktheconcept,leveraged

resourcestogrowthatrelationship,and

we'vebeentestingthosepiecesforawhile

now.Theyareworkingphenomenally

becauseweworkwithgreatsupportstaff

andbusinesspartners.It'samazinghow

youcandothat.

The Power Of Outsourcing

Nonessential Tasks:

Focus On Your Core Functions And On

Nurturing Your Relationships

Doingthisallowedmetoinsteadspendmy

timeonbringinginmoreleadsand

generatingmoredeals intothesystem.

Bottomline,youdon’tneedtoworkhardtomakealotofmoney.Youjusthaveto

worksmart,andthereforemoreefficiently.

Allthisisdonethroughsystems,

automationanddelegationtotheright

supportgrouporbusinesspartner.





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Principal #7: INCORPORATE SUCCESFUL BUSINESS SYSTEMS

Make Sure To Have Systems In PlaceThat Handle The Redundancy Of Processes So As To Not Risk

Dropping The Ball

Let’saddresshowsystemscangiveyouthe

samehighqualityresultseverytimein

yourprocess,andthusensureyou’re

creatingaconsistent,reliableand

predictableoutcomeforeveryclient.

YouneedtolookatyourRealEstate

businessasafranchise.Inotherwords,as

youputittogetherandbegingrowingit,

viewitwithaneyetowardsbuildingafranchiseprototype.

Implementbusinesssystemswith

standardized,systematicprocessesand

waysofdoingbusinessthatcanbe

duplicatedand“stampedout”inlarge

quantities.

Youraimistohaveabusinesswithan

automaticandsystematicapproach,

allowingittogeneratethesameresultseverytimewithoutsacrificingquality .If

youhavethat,you'vejustreachedmassive

successinyourbusiness.Thusyouneedto

constantlybeworkingtowardsthistypeof

“franchise”businessmodel.(Ihavesystems

Iusewhichyouhaveaccessto.Theseare

systemsIamconstantlyimprovingupon).

Asyou'regeneratingleadsandoptimizing

relationships,yourbusinessislikewise

growingandbecomingmorestreamlined

androbust.

Systemssuchasauto‐responders,opt‐in

pagesandotherstakeyourclientthrough

thesameprocesseverysingletime.Asthey

do,you’realsobuildingarelationship,and

alongwiththat,youaregeneratingmore

deals.

Correctlyimplementingandmakinguseof

thesetoolsisthebestwayIknowtogetthejobdoneefficiently,expeditiouslyand

profitably.

Challenges With Business

Automation:Perception Is Not Reality

I've found business automation perceived to be a very challengingaspect of our business, when in fact, it’s

not as great an issue once we take acloser look.

Let’s first consider the following:

ASYSTEMNEEDSTOGENERATEAND

PREQUALIFYLEADS

Yoursystemneedstogenerateleadsand

pre‐qualifythembeforetheygettoyou.

Yourtaskistoturntheseleadsintoclients;

processtheclients’orderandthedeals;and

followupwithallpartiesthroughoutthe

wholeprocessandclosethoseclientdeals.





Page18of43

Completely Automated Systems

Allow You To Enjoy Your Life And

Not Stress About Your Business

Moreimportantly,stayincontactwiththat

clientafterthedealisdone.Mostofthe

timepeopletrytodoallthisbymemory.

Ordon'tevendoitatall,whichiscrazy.So

don’tdoitbymemory becausewhenyou

startjugglingeverything,that’swhenballs

starttodrop.That’sjustthenatureofthe

beast.Youcan'tdoitallandruna

successfulbusiness .

Ifyouaredoingitall,yourbusinesscanonly

gosofar.Youneedtoutilizeacompletely

automatedsystemallowingyoutoenjoy

yourlifeandnotstressaboutyour

business.Thereareacoupleofdifferent

waystoautomateyourbusiness,butI

recommendimplementingaproven,

legitimateway.

Thereareallkindsofmanagementsystems

thatarealwaysthenextbestthingtosliced

bread.Butthequestionis,aretheygoodforyou?Noteveryoneistechnologically

inclined,andsometimesitgetsfrustrating

figuringitout.Iknowthisbecause I've

spentyearstryingtofigureouthowtouse

differentsystems,andattheendoftheday

Ijustspentmoneyandsawnoreturnonit.

Leverage Your Use Of Technology:

Optimize Your Time And Capabilities

Thekeyistoleveragetechnologyto

optimizenotonlyyourtimeand

capabilities,butalsothoseofotherpeople

whoworkwithyou .Lookinsideyour

businessandyouwilldiscovermany

opportunitiestoautomatefunctionsthat

won’tresultintakingawayfromthe

qualityoftheendproducts .

Thetypesofdutiesyou’llbeautomating

willbethosethatarehighlyadministrative

andrepetitious.You’llbesurprisedtofind

thatentiresegmentsofyourbusinessare

cryingoutforsystemoverlay.Forexample,

onewayofautomatingaprocessisby:

SQUEEZEPAGES

Squeezepagesarelandingpages

withinyourwebsite,createdto

solicitopt‐ininformationfrom

visitorstoyoursite,andfilters

thosecandidateslikelytobecome

prospectivesubscribers .

Thistypeofwebpagehasbecome

verypopular,andislikelyto

continuetoprovidevalue.Consider

thatnoteveryvisitortoyour

websiteisaviableclient .A

squeezepageisdesignedtoget

visitorstoyourwebsiteto





Page19of43

voluntarilyprovideinformation

aboutthemselves ,(forareward),

andtogetthemtotakeaparticular

typeofactionwhichwill

determinehowlikelytheyareto

betherightcandidatesforyouto

pursueasyoulooktoqualifyand

targetYOURpotentialclients.

Inessence,squeezepagesuse

technologybehindthescenesfrom

multiplesourcestocapturekey

datafromvisitorstoyourwebsite ,

andfilteroutapercentageofthose

visitorsasviablesolidleadsforyou

topursue.Thesystemcanthenbe

setuptoe‐mailyouonlythose

leadsthat“passthetest”,for

furtheractiononyourpart;thus

pre‐qualifyingthemevenbefore

theygettoyou.

Withsqueezepagesvisitorsarenot

losthavingtomakedecisionson

theirown.Insteadtheyaregiven

clearandspecificpathstofollow,

resultinginawaytotellyouifyou

shouldbedoingbusinesswith

them.Again,thisisalldonebehind

thescenes,andtheprocessis

efficient,immediateandveryuser‐

friendlytobothyouandyour

visitors.

Whenusedinconjunctionwithyour

marketingefforts,squeezepages go

alongwayinhelpingyou

maximizeyourreturnonevery

marketingdollaryouinvestin .

Itisimportantyouputthisinplace

assoonasyoucan,asitwillsave

youcountlesshoursoftime,and

allowyoutofocusonlyonviable

prospects.

BIRDOG

Anothersoundbusinesspracticeis

makinguseofa“birddog”,whichis

someonewhofindsdealsfor

investorsforafee.It’salsoagreat

waytostartlearningaboutReal

Estateandinvesting.

Nowlet'slookatthewaysyou're building

yourinvestorlist,yourbirddoglist,your

buyerlist,yoursellerlistandyourprivate

lenderlist.

Everyleadthatyougenerateshouldbe

worth$1to$2toyou…Everylead!Soif

youcreate1000leads,that’s$1,000free

moneytoyou.Thisisalljustbyutilizing

theCPA(CostPerActionnetwork)systemIreferredtoearlier.

Theprocessisasfollows:whensomeone

comesintomysystem,Let’ssaysomeone

fillsoutmyretailbuyerform.I

automaticallyknowthey'rearenttoown

buyer.Iinstantlymarkettothemaservice

thatpaysme$36foreverylead .

Itcoststhemadollartosignup,andforthattheygettheircreditreport.Thebest

partaboutitisthey’regoingoutand

they’regettingtheircreditreportand





Page20of43

bringingittoyou.Somyauto‐responders

trainmybuyerleadsonwhattodowhen

theycomeintothedoor.

Thuswhentheycomein,ittellsthem:“ You

needtogetyourcreditreport.Wecanhelpyouwiththat,andI'vegotawayforyouto

getitforadollar.Onceyoubringthat

creditreporttomewecanthenstart

lookingatyourleaseoptionproperties.”

Make Money On The Front End While

“Training” Your Clients On How To

Do Business With You

Asyoudevoteyourmarketingplanand

you'rebringingpeopleintoyoursystem,

you'remakingmoneyonthefrontendwith

someuniqueoffers,andyourtrainingthem

throughauto‐responders.You'retraining

themonhowyouwanttodoadeal .It's

veryimportantasyoudothattoalsobuild

thoserelationships .Whatyoudonotwant

todoise‐mailpeopledirectlyandjustsay:

“Hey,I'vegotadeal.Checkitout! ”Again,youwanttobuildarelationshipwithyour

currentandprospectiveclients.

Forinstance,whatIdoisItellthemalittle

bitaboutwhatI'mdoingfortheday.OrI

trytoprovidesomeknowledgeorvaluable

feedbackaboutthemarket .It’snot

sufficienttojusttellthemaboutagreat

dealImighthavetoday,becauseifI

contactedthemabouteverydealIhad,they’dbegetting4or5adaythatImight

beconsidering.I’driskhavingthemgointo

overloadandlooseinterest…It’sallabout

TARGETEDmarketing ,remember?

Bring Value To Your Clients At Every

Touch Point In Your Marketing

Campaign

Taketheopportunitytoacquaintthem

withthetoolsandresourcesavailabletoyou,andwhythesewouldbeofvalueto

them.

Again,aconversationofthistypebrings

value.Ineithercase,youwanttomakesure

youre‐mailingyourcontacts3to4timesa

week,lettingthemknowaboutyouand

whatvalueyoubring.You'rebuildinga

relationshipwiththemthroughevery

touchpointinyourmarketingcampaign ;beite‐mail,orothertypeofmedium.

Asyoubuildyourlistandyourmarketing

plan,youkeeprefiningyourlistand

marketingapproach .Youalsokeep

nurturingrelationshipsateveryturn.It's

very,veryimportanttodothat.The

problemisalotofpeoplelettheirlistgo

staleandtheydon'tevertalktotheir

contacts.Ifyoudon’ttouchthesepeoplemultipletimesweekly,they'renotgoingto

rememberwhoyouare.They'regoingto

maybejustbeouttheresearchingon





Page21of43

Craigslist,happeneduponyourad,decided

tooptin,(thanksforthefreebookbythe

way),andnowthey’reoptingout.

Youneedtomakesureyou’reconstantly

stayingintouch.AsIsaid,it'snotjustto

sellthemstuff;it'stobringvalueandhelp

improvetheirsituation .Besuretoshare

yourexperiences.Ifyou'resaying:“ Nate,

thereisnothingIhavetosharethatthese

peoplewouldwanttoknow ”,thenyou’ve

alreadydefeatedyourself.You’dbe

amazedastohowmuchyouhavetooffer

andbringtothetable .Thefactyou’re

readingthisisalreadyanindicationofyour

interestandcommitment.Youhavetonsto

offertothosewhoareonyourlist.Goon

andbuildthatrelationshipwiththem!

Principal #8: STRIVE FOR SUCCESS AND DO NOT WORRY ABOUT FAILURE

What Have You Done To Grow Your

Business Today?

Strive For Success; Failure Is Not An

Option!

Averyimportantaspecttosucceedingin

yourRealEstateinvestmentbusinessisto

focusonachievingsuccessandnotworry

aboutthepossibilityoffailure .Youmust

constantlystriveforsuccessateverylevel.

Everysingledayyoushouldbeasking

yourself:“WhatdidIdotogrowmy

business?WhatdidIdotomakemoney

today? ” Anothergoodthingtodoisto

lookatyourPayPalaccount,lookatyour

bankaccount,andseehowmuchmoneyis

inthere,again,everysingleday.Ifyoulook

atthemeveryday,andasyoudoyouask

yourselfhowyoucangrowthisnumber,

it’llkeepyouconstantlyinfocus .

Lets’sayyouhave$500.00.Whatcanyou

dotodaytodoublethat$500.00?BecauseI

cantellyouthatmaking$500.00inadayis

prettydarneasy;especiallyasaRealState

investor,andparticularlyasyouproperly

implementthetools,systemsandbest

practiceswe’vetouchedupon.

Basedonthis,canyouimagineyour

revenuepotential?Making$3000,$4000,

$5000adayiseasytodoasyougrowyourbusiness.

Asyoulookatitonadailybasis,you're

goingtobeabletostayfocusedandkeepit

intheforefrontofyourmindandsee

exactlywhatit’sgoingtotaketomakeit

happen.

Whatcanyoudotodaytomakemore

money?Asyoumakemoremoney,it

opensupsomanydifferentvenuestodothethingsyouchoosetodo.More

importantly,itconfirmsyourplaceinthe

industryasanestablished,productiveand





Page22of43

successfulRealEstateinvestor livingthe

lifestyleyouchoose.

One Thing Is Certain, You Will NotSucceed As A Real Estate Investor If

Your Focus Is On Avoiding Failure

Rather Then On Achieving Success

Apositiveattitudedrivenbythemental

aspectsofsuccessisintimatelyrelatedtoRealEstateinvesting.Ifyoubelievethis,

havenodoubt,you'regoingtoget

whateveryouwantoutoflife.

Youmightdisagree,butit'strue.It'scalled

thelawofattraction,andstatesthatyou

willalwaysattracttowardsyourselfthe

thingsyoufocusoninternallywiththe

mostintensityandconsistency .Idon’t

knowwhyit'strue,butitis.

Don’tmakethemistakesomanyother

RealEstateinvestorsdowhentheyfocus

onavoidingfailureinsteadoffocusingon

beingsuccessful .

Youmightask,beforeconsideringthe

notionofavoidingfailure,shouldyou

considerwhatthetermfailuremeans?Well,it’snotpretty.Forexample,failure

couldmeanlosingmoney.Itcouldmean

losingyourhome.Itcouldmeangoing

bankrupt.Itcouldmeanallsortsofthings.

However,onethingistrue: Everything

aboutyourmentalconcepttofailureis

negative.Whenyoufocusonthatso

heavily,thosesamenegativemental

imageswillpermeateyourmind ,most

certainlyleavingyouina“semi‐paralyzed”state,preventingyoufrommakingthe

rightdecisionsand/orunabletotake

action.It'sunbelievable!

When You Don't Take Action, You

Don’t Succeed; Period!





Page23of43

Therefore,thinkaboutmassiveaction…

Massivesuccess.Nowthinkaboutmassive

successasaRealEstateinvestor.What

doesitmeantoyoutobemassively

successful?Doesitmeanthatyour

businesswillconsistentlyprovideyouwith

$5000,$20,000,$30,000,orperhapseven

$100,000or$200,000.00incomeamonth?

It'slimitless.Doesitmeanfreedomfrom

yourjobandemployer?Doesitmeanbeing

abletopayyourchildren’scollege

education?

Theseareallthingsyouneedtoconsider

andfigureout.Whatdoesmassivesuccess

trulymeantoyou?Surely theattractionto

successismoremotivatingtoyourmind

thenistheavoidanceoffailure !Sowhen

youfocusonsuccess,yourmindisgoingto

attractmoreofthesame.

Evenmoreimportantly,focusyourtime

aroundpeoplewhowantyoutosucceed

(suchasmyself).I’dliketobelieveyou’re

readingthisbecauseyouwanttosucceed;

becauseyouwanttoseeyourselfbecomethebestRealEstateinvestoryoucanbe.

Havenodoubt;youcanachieveitwiththe

rightmindsetanddrive .Furthermore,I

thinkyou'regoingtoreallyloveit,

especiallyasyoustartdoingmoreandmore

deals.

Therearegreatandhugeopportunities

aheadofyou.Sofocusonwhatreally

matters.That’sthethingthatyouwantout

oflife.Doa30‐minutedreamspillofwhat

youtrulywantoutoflife,andwriteitdown.

Don'tworryaboutfailure.It’sawasteof

yourtimeandefforts,andawasteofyour

thoughtprocessesaswell.

THE CORE FOUNDATIONTO SETTING UP A

SUCCESSFUL REAL

ESTATE INVESTMENT

BUSINESS

Real Estate Investment Is Lucrative

Itdoesn’ttakeverymuchtosetupyour

business.Infact,thefollowingisallyou

needtogetstarted:

CELLPHONE(orlandline).

Ipreferacellphone,becauseIcan

beanywhereinthecountryandbe

onit,evenwhenclosingthedeal.

COMPUTER

AcomputerwithInternetaccess .A





Page24of43

laptopisgreatformobility.

FAXand/orSCANNER

BUSINESSCARDS

Youdon’tneedaprettybusiness

card,youneedafunctioning

businesscard.Theimportanceof

businesscardsisthatpeopleneed

toknowwhoyouareandwhatyou

do.Otherwisechancesarethey’ll

nevercallyouorthinkofyou.(Feel

freetousethesameonesI’ve

incorporated.Youcangoto

www.VistaPrint.comwhichislikea

wholesaleshop.)

Thekeywhenyoucreateabusiness

cardistomakesureithasadirect

calltoaction.Alsomakesureit

highlightsthefollowing:

o Thebestwaytocontactyou

o Areasontocontactyou

o Your“Calltoaction”

E.g.,“Ifyou’reabuyer

lookingtogetintoyourfirst

home,goto

www.mywebsite.com.

Ifyou’reaseller,lookingto

sellyourhomefastin

twenty‐fourhoursorless,

goto

www.mywebsite.com”

VOICEMAIL/VIRTUALOFFICE

PHONESYSTEM

TheoneIuseis

www.voiceshot.com,itoffersweb

basedvoicebroadcasting,virtual

officephonesystem,virtual

receptionistandenhancedtollfree

services,aswellasXMLvoicealert

andnotificationfeatures.Ifindit

easytouse,andIthinktheyoffer

200freecalls.It’snotjusta

voicemailservice,youcanreally

segmentwhocallsandwherethey

call.

E‐MAIL

Youneedane‐mailaddress.

Nothingcrazy,nothingwild,justa

basice‐mailaddress.(Thee‐mail

serviceIuseiswww.gmail.com.It’s

freeanduser‐friendly.Thistypeof

setupallowsyoutoaccessyour

messagesfromanywhere,

includingmostPDAsandoffsite

locations,suchaslibraries.Even

withoutacomputer,youcangoto

alibraryandgetitdone.)

AUDIOMESSAGES

Incombinationwithyoure‐mail,

alsosetupaseriesofaudio

messages.Thisisoneofthebest

waystoestablishrapportandbuild

arelationshipwithyourinvestors.

Youcanembedyouraudio

messagesas"soundbites"toany

ofthemessagesyousendout

throughyoure‐mailservice.





Page25of43

OVERNIGHTSERVICEACCOUNT

Gotowww.FedEx.comor

www.UPS.comandsetupan

accountwiththem.Althoughit

shouldbetheexceptionandnot

therule,thiscomesinhandywhen

youmustovernightorexpress

deliveracontract .Again,you

shouldn’thavetodothisthatoften

intoday’sageofelectronic

documentationand

communication.Youcandomostof

itthroughe‐mailand/orfaxing,or

evenscanningandattachingthe

documentintoane‐mailasan

electronicattachment,(usuallyin

PDFformat).None‐the‐less,have

anaccountreadyjustincase you

needtosendkeysout,etc.

WEBSITES

Hereisoneoftheareaswherenew

investorsusuallyfacetheirfirst

barrier.DON’TLETTHATHAPPEN

TOYOU!Youdonotneedtobea

technogeekorfeelthatyouneed

tobecomputerortechnology

savvy.

Furthermore,youdon’thaveto

worryaboutwhatshouldgointo

yourwebsite,whatyouneedto

research,orevenwhereyouneed

togotofindresources .Thereis

alsononeedtofretoverhavingto

developallyourcontentfrom

scratch.I’vealreadydoneallthe

legworkforyou,andisavailableon

mywebsiteat:

www.natekennedy.com/websites.

Feelfreetocheckitoutandmake

useofit.Hereyou’llfindweb

pagesthathavebeentestedand

proventowork.Theyareaquick

starttogettingyourbusinessgoing.

(Pleasenote,however,thatmy

intentisnottopromotemy

websites.I’mnotheretosell

websites.Myobjectiveistomake

themavailabletoyou,andyouare

welcometomakeuseofthemas

youseefit.You’llfindthatthey’re

user‐friendlyandeasyto

implement.Iknowtheyworkvery

wellforme,andhavethepotential

ofgeneratingleadsforyoudaily .I

havenodoubttheywillalsowork

foryou,andwillhelpyouin

avoidingamisfireinthe

implementationofyourbusiness

infrastructure).

Keytoasuccessfulinvestor

websiteisitsabilitytocapturethe

typeofleadsyouarespecifically

focusingyournichein ,(referredto

as“squeeze”pages),andmore

importantly,toscreenthembefore

theyevengettoyou ;regardlessof

thetimeofdayordayoftheweek.

(Imaginegeneratingpotentialleads

evenwhileyousleep!)

At

www.natekennedy.com/websites





Page26of43

youwillfindthisalreadyinplace

andreadytobegincapturingand

prescreeningyourleads.Allyou

needtodoissetupyouraccount.

Anadditionalbenefitaboutthese

websitesisthattheyfinallygiveyou

thefreedomthatyoushouldhave

asaRealEstateinvestor.

AUTORESPONDER

Irecommendyougetanauto

responder,(whichisapieceof

softwarethatenablesyoutosend

emailstopeopleautomatically ).

Thisdoesn’tmeanthatitwritesthe

emailsforyou,anditdoesn’t

involvespamorsendingunsolicited

email.Whatitdoesmeanisthat

yousetupasequenceof

prewrittenemailsthataresentout

toprospectsonyourdatabaseat

regularintervals.

Theimportanceofthiscannotbe

underestimated.Timeandtime

againInternetmarketinggurustell

youthatthemoneyisinthelist .

Thisisnotbyaccident.Online

marketingspecialistsknowthatthis

isfact.Themorepeopleyouhave

onamailinglistinterestedinyour

productsand/orservices, themore

salesyouwillmake.

Youcanuseanautoresponderto

essentiallysendemailsouttoyour

prospectlist,evenwhenyou’renot

atacomputer.Whatyoudois

create,forexample,asevenpart

emailcourse.Thenyoucansetthe

intervalsfortheemailstowhatever

sequenceandtimeperiodyou

desire,andsendyourclientsone

partofthecourseateach

designatedinterval.Thusyouwrite

theemailsonetime ,andthen

anyonejoiningthatlistwill

automaticallybesentthoseemails

forthenextdesignatedinterval

periods,inthepre‐established

sequenceandorder.

It Doesn’t Matter If You’re

Online Or Away From The

Computer …

Your Messages Will Get Sent

Out Automatically

Theyalsogetaddedtothelist

automatically.By‐the‐way,ifanyof

yourrecipientschooseto

unsubscribe,hereagainallofthatis

takencareofautomaticallywithout

youhavingtoliftafinger.There

areseveralgoodonesoutthere.

Thisisalsobyfaroneofthemost

efficientandpainlesswaysof

automatingyourpoints‐of‐contact

withyourprospectsasyoucontinue

therapportbeyondyourwebsite,

andasyoufurthersolidifyyour

legitimacyandrelationship.

Thesearethemajorcomponentsforsetting

upyourRealEstateinvestmentbusiness.As





Page27of43

youcansee,itdoesn’ttakeawholelotof

moneytosetitup.Thecomponentsare

gearedspecificallytohelpyoubecome

efficientinmanagingyourtime,and

automatingyourday‐to‐dayworkflow,

freeingyouuptoinvestyourvaluabletime

indoingwhat’smostimportant, building

andcultivatingyourrelationshipswith

thosewhomattermost–yourqualified

andincentedclients.

Emotional, Direct Response

Marketing …

Raise Your Client’s Hand And Say I

Want To Work With You!

Reversemarketing,aswithanyeffective

marketingtechnique,givestheclienta

reasontocall…Raisetheirhandandsay:I

wanttoworkwithyou!

Becausereversemarketingisemotionalin

nature,itisthemosteffectivewayto

generatefloodsofclientscallingyou.It’satypeofleadgenerationthatisthecomplete

oppositeofimagemarketingandcold

calling,anditturnsthetablesonprospects

andclientsbygettingthemtocontactyou,

andeffectivelyeliminatinganytypeof

downtimeinyourbusinessworkflow.

Intheautomaticreversemarketingsystem,

therearetwosteps:

1. RUNNINGADS

Runyouremotionaldirectresponse

campaign.Inotherwords,yourunthe

ads.Youcanruntheseinfreeforms.

Youcanrunthemindirectmail.You

canrunthemasclassifiedadsand

editorialads.Youcanalsorunthemin

onlineforumssuchasCraig’sList.You

candoarticlemarketing,(discussed

earlierasaformofdirectresponse

marketing).

Youwantyourprospectstoworkwith

you.Youwantthemtouseyourweb

site,callcenter,orhotlinestoanswer,

siftandsortyourclientsforyou.When

youdothat,thesepeoplewillcome

directlytoyou.

Theywillalreadybeprescreened,and

you’renotwastingyourtimewith

peoplewhodon’twanttododeals.As

yougetthatgoingandunderstandthe

importanceofutilizingsystemsto

prescreenpeople,you’renotwasting

yourtime.That’sahugestepforyouin

yourbusiness.Somakesureyou’re

makingproperuseofit.

2. EDITORIALADS

Thenextstepintheautomaticreverse

marketingsystemisrunningeditorial

ads.Thesearethetypeofadsthatlook





Page28of43

likenewsarticlesandnewsadvertising.

Justsoyouknow,newsadvertisingout

pollsimageadvertising5:1alldaylong.

Insteadofbeingaprettyimagead,it

actuallylookslikeanewspapereditorial

thatacolumnistwrote,anditsgoalisto

flyunderyourpotentialclient’sradar.

Thereareafewsimplestepsforwriting

editorialads.Ifyoudoitproperly,you

canmakeyouradlooklikethe

editorialsthatsurroundit,butyouhave

todoitproperly.Again,keep“target

marketing”inmind.Youwantto

ensureyou’renotattractingthewrong

kindoftargets,peoplecomingtoyou

thatyou’renottryingtoattract.

Youalsodon’twantittolooklikeimage

advertising.Thekeythingisthatyou

don’twantsomeonelookingatitand

going:“Thisisanad,I’mnotcalling.”

Whatyouneedtodoissetupthe

problemandthesolution.Youneedto

convincetheclientthattheinformation

youareofferingisgoingtosolvetheir

problem,andwhatyouwanttodois

haveacomplete,succinctand

compellingcasefortheknowledgeand

informationyoupossess.

Thenyouneedtomakeaspecificoffer

alongwiththereasonbehindthe

servicesyouprovide.Onceyouhave

thatandwhenyou’rerunningeditorial

ads,therearekeystowhereyou

positionthem.

Whenyouhaveaneditorialad,you

haveitdevelopedforaseller.Youneed

toensuretheadisintherightplace.

Positioningisvery,veryimportant,

Thuswhenyouhavetherighteditorial,youneedtofocusonthefollowing:

1) POSITIONING

Havetheadclosetothefrontofa

newspaper.Youwantitontheright‐

handsideandnearthetop .

Makesureyou’reclosetothefront,on

theright‐handside,andnearthetopof

thepaper.Alsomakesurethe

appearanceoftheaddoesnotlooklike

anadvertisement,isnotbrandedwith

yourname,orhasaborderaroundit.

Manytimespaperswilltellyouthat

they’vegottoputaborderaroundyour

ad.Theydon’thavetodothat.You

wantittolooklikeaneditorialarticle,

asifyou’resomeonefromthepaper

writingit.Ifyouputaborderaroundit

andstartbrandingitwithyourname,

it’sgoingtotakeawayfromthedesired

effect.

Thekeyisyoudon’twanttoboast

aboutyourself,butyoudowantto

makesurethatyougivethemdifferent

waystoobtaintheinformation.

Theycanobtainitthroughahotline

thattheycall.Theycanobtainthat

informationbygoingtoawebsite

directlytogetthatreport.Whatthey

wouldhavetodoisgiveyoutheirnameande‐mail,orname,e‐mailandphone

number,forthemtobeableto

downloadthereport,whichisagreat

wayforyoutocapturetheir





Page29of43

informationandthenstartbuilding

yourrapportwiththeprospectiveclient

asyouworkwithhim/herandis

enteredintoyoursystem.

2) CLASSIFIEDADS

Anothergreatwayisthroughclassified

ads.Formeclassifiedadshavebrought

themostsuccessbecausethey

encompassseveralkeyprinciples,some

very,verykeyprinciples.Classifiedads

areshorter;they’requicker,soyou

havetocatchtheirattentionpretty

rapidlywhenitcomestotheclient.

Classifieds: The Best Part AboutThese Is That They’re Used To

Attract “Ready To Act” Clients

Classifiedadsaresomethingyouwould

runonCraig’sList,and/orinthe

classifiedsectionofapaper.Thereare

differentwaystodothis,butkeepin

mindyouhaveonlysomanylinesto

workwith,andyouwanttomakesure

yougetyourpointacrossasfastas

possible.

Thepointofthistypeofadistoget

people;togetthemtocontactyoureal

quick.Youwantthemtocallyou.

Remember,you’renotclosingadealin

thead,thereforeyouneedto

understandwhichkeywordstouchthe

emotionalhotbuttonsofyourdesired

prospects.Afterall,decisionsaremade

onemotion,notlogic.

It’skeytounderstandthatmanyclients

constantlymakedecisionsontheir

emotionatthemoment.It’susually

notbasedalotoflogic.You’vegotto

bevery,veryspecific,andmakesure

thatyou’reawareoftheprocessofelimination.

Again,thekeytosuccess,andthemost

importantpartofaclassifiedad,isthe

header.Itisthefirstthingthatcatches

theeyeandmakesthemreadit.That’s

whatweliketocallthehook.It’swhat

getstheirattention.Therestofthead

thenquicklytellsoftheservicebeing

offered.Whenofferingyourservices

youneedtoprovidespecificinformation,andgiveanonthreatening

andeasywaytoaccesstheinformation.

3) DIRECTMAILMARKETING

Thereareothertypesofmarketing

youcando,suchasdirectmail

marketing,whereyoucandirectly

mailpostcardstoavery,very

targetedlist.Youhavealittlebit

moretimetocapturepeople

throughthat.Note,directmailisa

bitmoreexpensivetodo,therefore

you’llwanttoensureyou’remailing

totherightpeople,andyou’re

targetingwiththeappropriate





Page30of43

message.Ifyou’renotutilizingthe

rightmessage,andyou’renot

contactingtherightpeople,you’re

wastingyourmoney.

Thekeyisinthelistandinthe

message.Whenyou’resending

directmailalotoftimespeople

lookatthatstuffbecausewhat

happensallthetimeisthesepeople

areofferingservices,butwhat

they’retalkingaboutisthemselves.

They’refocusingonthecompany

andthemselves.They’renot

makinganoffer,notgivingthe

individualareasontocontactyou,

callyou,andgetwithyouonthat

information.Sowhatyouwanttodoismakesurethatyouhavethat

doneitproperly.(Justthinkabout

yourownexperiencewhenyou

openupsomethinglikeapenny

saver,orsomeonemailsyouthose

valuepacksinthemail).

Whatcanyouofferyou’reclientsto

makethemcontactyoureally

quick?Whoareyoucontacting?

Quitefrankly,asaRealEstateinvestor,wewantotherinvestors

tocontactus.Wewantbuyersto

contactus.Wewantsellersto

contactus.Wewantprivate

lendersandprivatemoneyguysto

contactus.

Remember,thesellersarethere,so

youdon’tneedtofocusonthem.If

you’regoingtododirectmail,I

recommendattractingbuyers,

investorsandprivatemoney

prospects.Goafterthosepeople

firstbecauseonceyouhavethemin

place,you’rebusinessispositioned

togrow,andkeepgrowing.

Therearedealseverywhere.Just

makesureyourdirectmail

campaigndoesnotfocusonyou;

makesurethatit’snotavagueand

makesnounsubstantiatedclaims,

andmostimportantly,believethat

iftheyknowwhoyouare,theywill

call.Alsomakesuretogivethem

benefitsonthead.

Don’t Fall In The Trap: No One

Cares About “Who Cares”Statements …

Separate Yourself From The

Crowd!

Anotherimportantpointisthat

peoplemakewhatIliketocall,

“Whocaresstatements”,suchas:

“Wearethebestinvestorintown”,

or:“Wearethebest ”.Besurenot

tofallinthattrap.

Thesetypesofpitchesareclichés,

andpeoplehavegrowntoignore

themastheyseethemallthetime.

You’vegottoseparateyourselffromtheothers,andmakesureyou

alwayshaveadirectresponse

mechanism.Youwanttomakesure





Page31of43

thattheprospectcontactsyouwith

his/herinformation,andinorderto

dosoyou’vegottogiveprovidea

websiteorahotlineforcontacting

you.It’simportanttohave

multipleswaysofreachingyou.

Youwon’tsucceedifyoudon’tgive

thatinformation.You’dbeamazed

howmanypeoplesendoutdirect

mailwithnowayofgettingahold

ofthesolicitor.Youcan’thavethat

becauseyou’llwasteyourtime,

yourmoneyandyourenergy.

Points Of Contact:

Your Prospects Must HaveOffline And Online Options

Thereareacoupleofdifferentways

tousehotlinesandwebsites.With

thistypeofdirectmarketing,the

goalofyourhotlinesandwebsites

istoensurethatprospectsare

goingtohaveoptions,fromoffline

toonline.Asyou’regoingofflineto

online,youmakesurethese

individualsaresubmittingtheir

information,tellingyouwhatthey

wantandeverythingelse.

Thispreventsthescenariowhere

you’rewastingyourtimetalkingto

peoplewhoneverwanttodo

anything.It’svery,very,very

importanttomakesureyouutilize

yourtimewisely,andavoidlong

conversationstonowhere.

ARM System, (Automatic Reverse

Marketing System)

ThisisthesystemthatIcalltheARM

system,(AutomaticReverseMarketing

system).Itisatoolthatanyonecanuse

tocreateincomeonline.Itdoesn't

matterifyouhaveyearsofexperience

ornoInternetmarketingexperienceat

all.Thistoolwillworkforyou.

Thesystemwasdesignedsothat

anyonecouldtakeadvantageofareal

Estateinvestingbusinessandsucceed

atit,(eliminatingthex‐factorwhich

normallyleavestheexperiencedfewas

theonesthatmakeallthemoney).

Now,forthefirsttimeontheInternet,

anyonecancreateasolidincomeusing

it.

Let’slookathowyoucanincorporate

this,andwhatyoucandotomakethat

happen.Ifyouproperlyimplementthe

ARMsystemwithinyourinvesting

business,you’llhavebuyerscomingto

you,you’llhaveinvestorscomingto

you,andyou’llhavesellerscomingto

you.Soit’savery,veryimportanttool

toutilizeforyourbusiness.

TheproblemwithRealEstateinvestingis

thatmanypeoplemostlyrelyoncoldcalling

orseekingouttheseller;seekingout

someoneelsetodoadeal,wheninfactyou

shouldreallyhavethosepeoplecomingto

you.Thewayyoucandothisisifyouget

peoplewhoknowwhoyouare,theywill

call.

HowIusethissystemisnotforcoldcalling.

Instead,I’mgoingout,I’mputtingfeelers





Page32of43

outthereandpeoplearecomingtome.So

mymarketingisbringingpeopledirectlyto

me.Theproblemisthatsomanypeople

‘know’thatifpeopleknowwhoIam,

they’regoingtogoaheadandjustcallme

whentheyneedmyservices.They’renot

goingtodothat,andtheproblemwith

havingthatmentalityisit’susuallythebig

corporatestyleandbasedonimage,which

wetalkedaboutpreviouslyassomething

thatdoesn’tworkwellinthisbusiness.

Again,thistypeofadsdoesnothing,and

marketinginthismanneronlycostsyou

money,andusuallybringsyouanegative

returnonyourinvestment.Youdonot

wanttobeinvolvedinthat,andyoudon’t

wantthattypeofmoneybeingspentand

wastedonyourcampaignsandyour

marketing.

Asyoumarket,(andletmereiteratehere,

asaRealEstateinvestorandbusiness

owner,youareamarketer),yourfirstjobto

runningasuccessfulbusinessshouldbe

marketing.

Youshouldbefocusedonmarketingand

closingdeals.Letalltheotherpiecesbe

handledbyteammembersand/or

outsourcedbusinesspartners.Ifyou’re

focusedonmarketingandclosingdeals,

you’llalwaysbemakingmoneyasaReal

Estateinvestor.You’llbemakinghuge

profits,andthenyou’llseehowitsnowballs

timeandtimeagainintomakingyougood

money.

MARKETING: THE FOUR

STAGES

Four Main Stages In The Marketing

Process

Therearefourmainstagesinthemarketing

process,andtheyareasfollows:

1. FindLeads(LeadGeneration)

2. Convertleadsintoclients and

securethedeal

3. Closethedeal and...

4. Leverageyourclients

Leverageandoptimizeyourclient's

satisfaction,sothey’llgiveyou

repeatbusiness,becomelifelong

customersandreferyoutoothers.

(Ihopeyouunderstandthepowerofthatlastone;it'svery,VERY important.)





Page33of43

Inthesesimplestepsthefoundationto

creatingasuccessful,million‐dollarReal

Estatebusinessisrealized.Nowlet’slook

ateachoneabitfurther.

LEAD GENERATION

First And Foremost, Find And Pre-

Qualify Your Buyers

BEGINBYBUILDINGYOURLIST

Letmebeginourtopicaboutlead

generationbymakingwhatIconsidertobeaveryimportantobservation:

OneofthemajorreasonsastowhyReal

Estateinvestorsfailisthattheyplacetheir

effortsandemphasisonfindingtheirniche

leadandignoreotherleadsthatcometo

them.Whenyoupassupleadsyouleave

moneyonthetableandtakeone‐step

closertofailure.Ifyouhavetheright

system,TheCashCycle,itprescreenseverythingforyouandtellsyouexactly

whattodowithyournewlead.

First Find Your Seller … Then Provide

The Solution

Asmentionedinthebeginningofthebook,

Ihavefacedbothupsanddownsinmy

careerasaninvestor,andoneofthe

lessonslearnedthatI’vecomeawaywith,

whichIhopeyouneverexperiencefirst

hand,isthepitfallofbeingaoneniche

business.Beingaone‐trickponyguarantees

yourfailurewheneverthemarketshifts.

ItislargelybecauseofthatexperiencethatI

amafirmbelieverthatyoufirstfindyour

seller,andthenyouprovidethesolution;(andyoudosobasedspecificallyonyour

seller’sproblems.)Doingittheotherwayis

justnotgoodbusiness.It’salsonotgood

foryourmentalstabilitybecauseonceyou

findthatyou’rescrambling,youendup

tryinghardinvaintodosomethingwhich

doesn’tmakesense,andultimatelysetsyou

andyourbusinessback.

It’s Not The Quantity, It’s The Quality:

Understand That There’s A Right Way

Of Generating Leads, And A Wrong

Way Of Generating Leads

SeeyourselfasaMARKETINGlead

generator.Youcanaccomplishthisin

multipleways.Iwasspeakingwithoneof

mystudentsinmyprivatementoring

program,andshewastellingmeabouther

frustrationwiththeresponseshewas

gettingfromherads.Theresponsewas

great,butitwasnotthequantityofthe

callersthatconcernedher;itwas the

quality.Shewasbecomingincreasingly

frustratedbycallerswhowerenotqualified

buyers;spendingagoodamountoftimeon

thefrontenddealingwithpeoplewhowere

justnottherightpeopletodealwith.Beingtold:“Hey,Idon’thaveanymoneydown.I

canonlyafford$400amonth.”





Page34of43

Pre-Screen People:

Your Main Goal With All Leads Should

Be To Disqualify To Qualify

Makesureyoubecomealeadgenerator.

Youcandomarketingthroughdifferent

ways.

List Building / Lead Generation: Make

Sure It Remains Relevant And Dynamic

Oneofthewaysyoudothatisbymaking

optimumuseofyourwebsites .I,forexample,generateamajorityofmyleads,

perhapsuptoasmuchas95%,fromthose

whofirstgodirectlytomywebsites.

So,you’vegotthetoolsinplacetobuild

yourtargetlistsandmanageyourlead

generation.Ifthesearesetupright, they

shouldbeupandrunning24X7 ,seamlessly

followingupwithpeople,(yes,evenwhile

you’resleepingoronvacation),sendingoutmessagesinvariousformatsandmediums.

Indoingso,youarealsodrivingpotential

investorstoyourwebsites,andmanaginga

truedynamicleadgenerationlist.





Page35of43

THE FOUR TYPES OF LEADS

Where Can You Drive Leads? What

Can You Do To Drive Leads?

Therearefourdifferenttypesofleadsyou

wanttoensureyou'regenerating.These

areasfollows:

1. Sellerleads

2. Buyerleads

3. RetailBuyerleads

4. InvestorBuyerleads

5. PrivateMoney leads

YoucangeneratethoseleadsonCraig’slist

orothersimilarpostings.Besuretousethe

rightadsthat’llgeneratethetypeofleads

you’reinterestedinacquiring,andinthe

geographicareayouareinterestedin

closingdealsin.

Channel Buyers And Investors To Your

Website’s (Squeeze) Landing Pages

Forbuyersandinvestors,drivethemto

yoursqueeze(landing)pagestocapture

theirnameande‐mail.Thiswaythey

automaticallygetfollowedupwith.

(Note,squeezepagesarecoveredingreater

detailunderPrincipal#7inthesection

titled:“EightUniversalPrinciplesFor

CreatingSuccessfulRealEstateInvesting

Business”)

Focus On Lead Generation

Focusonleadgeneration.Itdoesn’tget

anymoreimportantthanthat.Youcan

generatethemthrough banditsigns.You

canalsogeneratethemthrough RealEstate

forums,whereyoucancorrespondback

andforthwithacaptiveaudiencesharing

similarinterests.

Generating Passive Income

Asdetailedunderthesection“THEBASICS

TOSETTINGUPASUCCESSFULREALESTATE

INVESTMENTBUSINESS”,thissystem

enablesyoutosendemailsdirectlyto

peopleautomatically.Itisalsoagreattool

forgeneratingpassiveincome.

Whenleadssubmittheirnameande‐mail,

andtheylistthemselvesasinvestors,You

automaticallyknowtheyareinterestedin

investing.Thisiswhenyouofferthem

differentinvestinginformationproducts

andservices(JointVentures).





Page36of43

Onceyouunderstandthis,andonceyour

leadgenerationispickingupandyou’re

focusingmoreandmoreonit,youcould

easilybegeneratingalmost$200aday ,

thatis$6,000monthbeforeyouevendoa

dealwiththeclient

Keepinmind,thiswouldbe entirelypassive

income,andisinadditiontoyourdeals ;

thisiswhyleadgenerationissoimportant.

Youcanmakepassiveincomewhileyou’re

focusingondoingdeals.Thusyoukeepthe

leadgenerationcomingin,andasyoudo,

you’realsogeneratingpassiveincome,and

makingmoneyevenwhileyousleep .

Using A CPA Network:

Another Opportunity To Generate

Passive Income

CPA NETWORK

TheacronymCPAmeans“Cost‐Per‐Action”.

Theword“action”herecanmeananything

fromthegenerationofaleadsuchasanemailaddress,aphonenumber,acredit

cardnumber,orevenasale .ACPA

Networkisanaffiliatenetwork.Thereare

hundredsofnetworks,butnote,theyare

notallasreliable,somakesureyouknow

whichonesaregoodandwhichonesare

not.

AFFILIATENETWORKS

Anaffiliatenetworkisjustacompanythat

payspublishers,websitesownersand

anyoneelsetoselltheirproducts .They

don’thaveproductsoftheirown.For

example,ifI’mamerchantwithanebook

onhowtoassemblewidgets,Icouldgosee

themandtellthemIwouldlikethe

membersoftheirsitestosellmyebookfor

me,inexchangeforacommission(%ofthe

sale).What’sgreatwithCPANetworksis

thattheydon’tonlypaypersales;they

oftenpayperLEADS.

Therefore,aseachleadgeneration

continues,youhavepassiveincome

comingin,(again,whileyou’realsoworking

ondeals).You’resiftingthrough,sorting,

andpre‐screeningthesepeoplewhoare

thebestofthebest,andtheright

candidatesfortheinvestmentsyou’vespecificallytargeted.

Using Affiliate Marketing With Your

Buyer’s Sites … There Are Many Out

There; Beware Of The Bells And

Whistles

Asyouassessthemanybuyer’ssites

offeredtoyou,decideonthosethatare

abletospecificallyaddressyourneedsand

mostefficientlycaptureandprocessyour

buyers’information.





Page37of43

Inotherwords,it’snotabouthowflashyor

prettytheyare;that’snotwhatit’sabout

whenyou’redealingwithbuyers.Lookfor

thosethatcaneffectivelyandeasilytake

information:

Dotheyhaveauser‐friendly

process/formforyourbuyerstofill

outtheirprofile?

Dotheycapturetheinformation

that’svitaltoyouinmanagingyour

leads?

Doesitredirectthemtoanaffiliate

offerthatpaysyou?

Be Mindful Of Your Buyer’s Time

Consideryourbuyers’timeinfillingoutthe

information.Assoonastheysubmittheir

informationtheyshouldberedirectedtoa

CreditOffer.Imake$36foreveryclient

thatgetsafreecreditreport.More

importantly,yousendthemthecreditoffer,

andinturnyougetwhattheircreditscore

is.So,you’regettingthemtoworkforyou,beforeyouevendoanythingwiththemon

theretailbuyer’sside.

ARTICLE MARKETING

Article Marketing Is A Great Way To

Establish Credibility And Exposure ToProspective Clients

Anotherwayofgeneratingleads,and

somethingnotreallyusedtoitsfull

potentialuntilrecently,iswritingarticlesas

awaytopropagateyourknowledgeand

furtherestablishyourcredibilityinthe

marketplace;thiswhilealsoattracting

leadsthroughtheexposureanddistribution

ofyourarticles.Todayarticlemarketingis

beginningtobringmoreandmoretrafficin

leads.

Weknowexposuretotherightaudienceis

essential;especiallyinthatgreatuniverse

wecalltheInternet.Thusthemore

valuablecontentyouprovideoutthere,the

moresearchenginespayattentiontoyou,

andthemorewebsitevisitors,(your

potentialclients),seeyouasacredible

resourcetogoto.

Whenwritinganarticleyou’regoingto

wanttocreateacompellingmessage ,beit





Page38of43

asuccessstory,acasestudy,apoint‐of‐

vieworapositiononaparticulartopicor

aspectofyourbusinessortheRealEstate

investmentindustry.Asyoudraftyour

articlemakesureto includekeywordsyour

desiredprospectsarelikelytolookfor in

thevarioussearchenginesoutthere.

SearchenginessuchasBing,Googleand

Yahooaregreatatpromotingauthorswith

articlesrichinrelevantcontent,particularly

whengearedtowardsaspecificaudienceor

geographicmarket.Sitesliketheseloveto

rewardthistypeofcontentbymoving

themtothefrontoftheline intheindexes

theyfirstdisplayintheirsearchresultspages.

Ineachofyourarticlesbesuretolistyour

contactinformation,(includinglinkstoyour

squeezepages),alongwithabrief

descriptionaboutyouinthe“Aboutthe

Author”sectionofyourdocument.(Ashort

bioaboutyou,yourcredentialsand

experienceswilldo).

Alsobesuretoplaceyourarticlesacross

severalkeysitesthatyourprospective

clientsarelikelytolookfor .(Mostare

eitherfreeorchargelittletopost).

It’sassimpleasthat,gotositesand setup

afreeaccount.Then,writea300word

article,postit,andthat’sit.It’sthatsimple.

Driveyourreadersbacktoyourwebsite

throughyourarticles .(Itshouldonlytake

youaboutthirtyminutesorsoadaytodo

this.Itisbyfaroneofthebestwaysto

inexpensivelygenerateviableleadsforyour

business).

CRAIGLIST … BACKPAGE … REAL ESTATE FORUMS

Craiglist … Backpage … Real Estate

Forums - Great Resources!

Don’tforgetaboutCraigslist,Backpageand

RealEstateforums.Thosearesomeofthe

moreheavilytraffickedareas;perfect

sourcestogenerateyourretailbuyerleads.

CONVERT LEADS INTO

CLIENTS

Once You Get Your Lead, Be Sure To

Set And Manage Expectations





Page39of43

You’vekeptincontactwithyourlead

throughvarioustouchpoints,asyour

rapportfurtherdeveloped,andyouhave

nowsuccessfullyconvertedaprospective

leadintoaviableclient.

CONGRATULATIONS!Guesswhat,

nurturingandconstantcommunicationhas

nowbecomemoreimportantthanever.

Evenmoreimportant,youarenow

responsibleforproperlymanagingyour

client’sexpectationssoastoensurethey

areinlinewithyourowngoalsandbusiness

strategies.

Bytheway,don’tforgettokeepbuilding

yourlist;it’simperativeforyourbusiness

survivalandsuccessthatyounevershutoff

thatpipelineofprospectiveclients .

Now,whenyougetyourclient,( again,it’s

WHEN,notif ),Let’slookataprospective

buyerinvestorwhowantstopurchase

somethingataround50%ofvalue.

Asyouinitiatecontactandbeginyour

rapport,besuretosetandmanagetheirexpectations,becausealotofpeopleright

nowareofthemindsetof:“Well,Icanget

apropertyforthirtycentsonthedollar .”

Thatofcoursewouldbefantastic,butit’s

hardlyrealistic.Understand,these

individualsarereadingandhearingthe

mediabuzz,butthere’sabigdifference

betweenreadingorhearingaboutit,and

actuallybeingoutthereanddoingit.

Ifyoufindapropertyforthirtycentsonthe

dollar,shameonyouifyousellitforthirty

centsonthedollar.Quitefrankly,ifyou’re

bringinginthatdeal,youshouldsellitfor

fiftyorsixtycents,evensometimesseventy

centsonthedollar,butbyallmeans,don’t

getgreedy,becauseyouwantthemtodo

businesswithyouagain .

Pre‐screenthem,becausetheywilltellyou

whattheyarelookingforandyoucanbegin

managingtheirexpectations.Plus,buildand

nurtureyourrelationshipwiththem.

Communicateconstantly ,onaweekly

basis,throughmultiplee‐mails

LEVERAGING

Leverage: The Power To Maximize

Results

Let’sgetintotheimportanceofleveraging.

Leverageisthepowertomaximizeresults

withtheleastamountofenergy,time,

moneyandrisk .Idothisinthreeways:





Page40of43

A THREE PRONGED

APPROACH TO

LEVERAGING

1. MARKETING

Iconsidermarketingtobethe

cornerstoneofyoursuccess.It’s

theprocessofreverseprospecting.

Learningtheabilitytoleverage

yourselfthroughmarketing,andby

gettingyourleadstocallyou,

insteadofyoucallingthem.It's

very,veryimportanttohavepeople

reachingouttoyou,asopposedto

youreachingouttothem.Getting

individualstoleverageyourtime

throughtheeffortsofotherpeople

isthekeytosystematizingyour

business.

2. SUPPORTTEAMS

Thinkaboutyoursupportteam,

theirroleistoperformthosetasks

thatarenoncoreinyourday‐to‐day

activities;thoseprocesseswhere

you’renotnecessarilytheonlyone

whocan/mustdoinordertoachievesuccess.Forthemostpart

theseprocessestendtobe

administrativeinnature,andtend

tobeperformedthesameway

everysingletime.(Especiallyif

they’restreamlinedand

standardizedcorrectly).Thus

freeingyoutofocusonthe

activitiesthatmattermost,suchas

focusingonthemarketingand

meetingofnewprospectsandwaystoimproveyourbusiness.More

notably,thisprovidesyouwith

additionaltimeyoucanspendon

doingthethingsyouwanttodo.

That’sahugebenefitandoutcome

ofproperlyleveragingotherpeople.

3. TECHNOLOGY

Utilizingtechnologyproperlywill

haveapositiveimpactonthemajor

componentsofyourbusiness.It

canbeusedtoamassandtrack

volumesofdata,whichispretty

muchimpossibletoorganizeby

hand.Therighttechnologyallows

youtodothis,andwillalsospeed

upandimproveuponyour

workflow.Thecorrect

implementationoftechnologyalso

makesthingsdoablethatmayhave

beenconsideredimpossibletodoin

thepast.(E.g.,automatingcompletesystems).

Turn Your Job Into A Business:

Untap Your Full Potential For Massive

Success

It’simportantto immediatelybegintoimplementandoptimizethefullpotential

ofthesethreemainwaysofleveraging .

Whenyoustartleveragingyourselfassuch,





Page41of43

youwillbegintogoalongwayinturning

yourjobintoabusiness.

Whenyoucouplethiswithasystematic

approach,youwilltrulyachieveultimate

successasyoudiscoverwhatrunningasuccessfulRealstatebusinessis,andmore

importantly,youruntappedpotentialfor

massivesuccess!

CONCLUSION

" I n a c t i o n i s n o t o n l y t h e

r e s u l t , b u t t h e c a u s e , o f

f e a r ."

-- Norman Vincent Peale

Completing The Puzzle To A Successful

Road Ahead

YouneedtolookatRealEstate,notasa

onetimepayback,butratherasaninvestmentthatifdonerightcanbringyou

ongoingfinancialprofitseverymonth.

DONERIGHTiswhatIhopeyouwillcome

awaywithafterreadingthisbook.Likeany

otherbusiness,therearepitfalls;butwith

therightroadmapyoucanavoidthemand

findyourselfachievingsuccessinReal

Estateinvesting.

Here’sthething,evenwiththerightmap

andtherightinvestmentstrategy,unless

youfeelasenseofurgencyand

commitment,they’reallinvain.Itisthe

implementingofalltheselessonslearned

thatwillmakethedifferencebetweenyou

andthereadernextdoor.

Onthesamenote,Ihopeyoualsocome

awaywiththerealizationthatsettingup

andgettingstartedinthisbusinessisnotas

difficultorcomplexasmanymayleadyou

tothink.Infact,nothingiscomplexonceit

isbrokendowntoitsbasicelement.Thatis

whatIhavestrivedtodointhisbook,to

bringyouprocesses,toolsandpractices

thatarenotdifficulttoimplement,and

havecontinuouslyproventokeepinvestors

fromfailing.Ihopeyouincorporatethem

intoyourownbusinessplan,asIconsiderthemvitalforensuringyousetupand

operateyourbusinessproperlyand

successfullyfromthegetgo.

Now,let’sdoafinalrecap.Iwanttomake

sureyoudon’tletthebarriersthatkeep

investorsfromsucceedinggetinyourway.

Insummary,belowaresomeofthemain

pointsthatweremadealongtheway:

Don’tperceivethebusinessastoo

complexorrequiringextensive





Page42of43

technicaloradministrativeskills.

Don’tfeelthatyouneedtohandle

everyaspectofthebusiness

yourself.

Remember,putyouremphasison

firstfindingtheseller,andthen

providingthesolution.

Besuretoincorporateandmake

fulluseofonlinesystemsand

resources.

Identifyandbuildintoyour

businessplanmultiplesourcesof

repeat(passive)revenue.

Find,prequalify,nurtureand

leverageyourleads.Rememberthe

fourstagesofmarketing:

o LEADS

o CLIENTS

o DEALS

o LEVERAGE

Makesuretofollowthe“Core

FoundationToSettingUpA

SuccessfulRealEstateInvestment

Business”thatwe’veoutlinedinthe

book.

Besuretoabidebythecardinal

rulesofmarketingoutlinedinthis

book,particularlyasyoukeyinon

yourspecificnicheandtarget,and

generateyourleads.Remember

thatit’snotthequantity;it’sthe

qualityofleads.

Alwayspresentyourselfasethical,

credibleandaconsistentassetand

sourceofinformationtoyour

clients.Besuretoestablishapoint

ofdifferentiationasyoubringvalue

tothemandasyoumanagetheir

needsandexpectations.(Anddon’t

forgetaboutArticleMarketing;it’s

agreatwaytoestablishcredibility

andexposuretoprospectiveand

existingclients).

Channelyourleadstoyour

website’s“squeeze”landingpages,

andlooktomaximizesourcesof

repeat,passiveincome.

Followthe“EightPrinciplesFor

CreatingASuccessfulRealEstate

investingBusiness”,andkeepin

mindthatclientsdonotwanttobe

soldto.Separateyourselffromall

the“commodities”,andestablish

credibilityandloyaltyasyoubring

valuetoyourclientsateachand

everytouchpoint.

Focusondefining,identifyingand

subsequentlytargetingyourown

specificniche…Becomethebest

withinyourareaofexpertise!

Makefulluseofyourleveraging

techniquesasyouconsider

outsourcingasawaytofree




yourselffromthenoncore,day‐to‐

daythingskeepingyoufromthe

moreimportantaspectsofyour

business,(suchasnurturingand

buildinguponyourrelationships).

Delegate“smartly”asyoualso

leveragetheuseoftechnology.

Remember,youdon’tneedtowork

HARDtomakealotofmoney;you

justhavetoworkSMART!

Again,RealEstateinvestmentsareoneof

thefewthingsthatcanbringongoing

financialprofitseverymonth,andwith

commitmentandapositiveoutlook,

coupledwiththerighttoolsandprocesses,thereisnodoubtyoucanbecomevery

wealthyandsuccessful.

LetmeconcludebysayingthatIhopeyou

tooareabletobuildaprofitableRealEstate

investmentbusinessaroundyourlife,and

withouttheriskusuallyassociatedwith

mostentrepreneurialpursuits.Remember,

everysuccessfulpersonhasexperienced

failureatsomepoint;thekeyishowheor

shehasovercomeandlearnedfromit.On

thisfinalnote,Iwishyoutheverybestin

achievingyourgoals,andtrustyou’llsoon

enjoytheflexibilityandfreedomthis

businesscanbringyoutodothethingsthat

mattermosttoyou,whilealsomakinglots

ofmoneyatit.Ihopeyoudecidetostayin

itforthelonghaul,and… “Makeitwork”!

Thankyouandseeyousoon!

NateKennedy

PS.YouhavethekeystothevaultinyourhandsandIknowwithsomepersonalhelpwithme

youwillopenitrightup!

Documents

Why Real Estate Investors Fail